Aim

The aim of this module is to provide delegates with a framework for developing their clients further and ideas for maximising business opportunities within them.

Objectives

During this module participants will have the opportunity to…

• consider what makes long term business development different to a one off sale
• identify the key stages in client relationship management and the potential pitfalls at each stage
• consider what they need to know about their client in order to build a long term relationship
• assess their own current levels of knowledge and identify how to close the gaps
• consider how to work in partnership with a client to meet their needs
• identify what the strengths and weaknesses of the competition are
• consider how to set effective objectives for building the business
• identify how to build an action plan to reach those account objectives
• discuss how to measure the effectiveness of their account management

The event will be participative with a variety of training aids used to cater for the differing learning styles likely to be present in the group. To ensure the opportunity to learn is maximised roleplays will be used. Respecting the need for confidentiality delegates are invited to share their experiences in this area and to ask questions at any time.