Course Details

Business Development & Client Management

In today’s business world, strong sales and business development teams are the hallmarks of a thriving organization. A proactive functional team with strategic negotiating, selling, and winning skills is what a company needs for effective growth and productivity.

Business Development entails exploring opportunities for long-term growth and relationships. If you can’t compel, you won’t sell. During this training, participants will learn the strategies required in getting the attention of decision-makers; in winning more businesses; in influencing their prospects and in retaining key accounts. Management of your potential and current accounts cannot be left to chance or the impending consequences could be disastrous. Developing strategic account management techniques should therefore be a priority in ensuring you not only protect existing clients from competitive attack but more significantly build long and sustainable relationships resulting in excellent customer retention, improved sales and increasing margins.

This program has been designed to maximize the effectiveness of the Sales and Business Development teams to achieve the vision and sales strategy set by the organization. It will offer the skills, processes and motivation to drive sales for the business and develop capabilities in account research, strategic account planning, networking and the management of multiple relationships.

Learning Outcomes

Participants will:

  • Understand Effective Business Development Strategies
  • Learn the dynamics of Client Behavior, Market Segmentation and Targeting
  • Discover what really counts in the Business Development Process
  • Learn effective ways of Communicating and Negotiating with the customer
  • Understand how to Create a Unique Selling Proposition (USP).
  • Know the different types of marketing and ways to use them
  • Learn the processes of Client Account Planning
  • Understand how key account decision-makers are motivated to make their decisions

Course Module

  • Winning New Accounts
  • Marketing Pitch and Creative Execution of Strategies 
  • Generating Return Businesses and Retaining Key Accounts
  • Understanding the concepts of Negotiation: WATNA, BATNA, WAP, and ZOPA
  • Direct, Active, Guerrilla and other marketing types 
  • The AIDA funnel in Business Development
  • Networking and Developing Profitable Relationships
  • Personal Development and Grooming
  • How to Build Goodwill for your organization through in-person customer service
  • Identifying customers’ needs in your specific business scenario

Who Should Attend

Business Development Managers/Executives, Sales & Marketing Team Leaders/Executives, Client Service Officers, Relationship Managers. 

Training Delivery Techniques

For learning to be more impactful and effective, we adopt a seamless combination of Lectures, Group Discussions, Case Studies, Individual/Group Exercises, Videos, and Role Play. Participants will gain both theoretical and practical knowledge of the topics. The emphasis is on the practical application of the topics and this will aid attendees to apply the knowledge gained both at work and personally.

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