DEVELOPING AND WINNING BIG BUSINESS

BOOK YOUR PLACE NOW:

- 09 May (London)
- 13 November (London)

Duration: One day
Time Scale: 9.00 - 5.30
Cost (excluding VAT): £350 (members) - £590 (non-members)

Aims & Objectives:
By the end of this one day course the individual will be able to:

• Properly target customers that can provide volume, high margins and high revenue
• Qualify opportunities to increase success rates and increase sales efficiency
• Fully understand the reason for any bid and play to their Company’s strengths,
• Be ready to bid with standard documents and policies,
• Develop persuasive answers that are supported by evidence,
• Present fees and margins as value rather than price
• Develop persuasive Executive Summaries
• Develop a library of responses to standard questions
• Develop a template for future proposals
• Prepare presentations that capture the audience’s attention
• Deliver those presentations in a persuasive and compelling way

And, in short, help win more business

Course Content:

Developing Major Accounts

• Analyse and target the clients that can give you big business
• Develop your value proposition - what makes you special?
• Develop new and lasting relationships
• Develop an Account Plan - set targets by client
• Provide compelling information/service collateral
• Get the customer rooting for you!
• The secrets of cracking PSL’s
• Getting on the radar ahead of a formal proposal
• Fifteen tips to help you develop big business

Winning Strategies in the proposal phase

• To bid or not to bid – qualifying the right opportunities
• Talking the customer's language
• Preparation is everything – get ahead of the bid
• Structure the response – it’s a team effort
• Emphasise the good – neutralise any weaknesses
• Persuade through evidence – persuade through presentation
• Sell on value, not price
• The Executive Summary – win it here
• Build the bid library - write once, use many
• Review, refresh, review – a cycle of continual improvement
• Measure Success
• Fifteen tips to take away that will help you bid to win from now

Compelling presentations

• Know the audience
• Prepare 
• Rehearse
• Manage the nerves – think, breathe, speak
• Close for the business
• Fifteen tips to help you focus on the pitch….

At the end of the session delegates will leave knowing what they have to do to:

• develop major accounts
• understand how they can bid successfully
• know how to present their proposition in a compelling way and thereby win BIG business

Target Audience details:

• All staff involved in business development and developing bespoke documents for their clients and prospective customers.
• Includes senior recruitment consultants and business development managers who target major accounts
• Bid writers whether dedicated or occasional and Recruitment Consultants who wish to be more involved in responding to PQQs and RFPs as well as developing general marketing collateral.

How learning & understanding will be monitored and assessed during course delivery:

• Extensive trainer support will be provided to enhance learning application.
• Practical (industry relevant) exercises, discussion groups and presentations are used to improve accountability and compile personal and team action plans
• Delegate briefing pre course with line manager using course overview and personal development plan (PDP) as a template.
• Final exercise on the programme will determine if objectives have been met and will identify intended workplace actions.
• Completion of Personal Development Plan (PDP) and personal action plan with line manager post course.

Encouraging learning application:

• Delegate briefing pre course with line manager using course overview and personal development plan (PDP) as a template.
• Final exercise on the programme will determine if objectives have been met and will identify intended workplace actions.
• Completion of Personal Development Plan (PDP) and personal action plan with line manager post course.

To book, please click on the dates on the left, or call us on 0207 009 2144.