By the end of this course, delegates will be able to:

• The functions of business development and Customer Relations, how they differ, how they relate and their strategic fit
• Key marketing tools and channels, including top level marketing concepts such as brand, the marketing plan and the marketing mix
• Understand the systematically develop an opportunity pipeline and use it to convert leads into opportunities
• When not to bid on an opportunity
• Ensure proposals are aligned with business development objectives to maximize new client acquisition
• Design effective marketing and client relationship plans to support business development activities
• Appreciate the importance of stakeholder relationships and networking and put them to work immediately
• Learn the importance of tracking relationship management

DAY 1:

• What is today about?
• Why have we come?
• What do we expect?
• What have we learned so far?
• What will we go home with today?
• Why do we need this course?
• A few major marketing terms explained

DAY 2:

• Brand
• Elevator speech:
• The Marketing Mix
• A few major business development terms explained
• Opportunity tracking
• Pipeline
• Cross selling
• Relationship Management

DAY 3:

• Why is a Go/No Go important?
• What should move and when?
• Do we know what chance of winning we have?
• When do we NOT bid?
• Why is networking important?
• How do we network effectively
• Proposal management
• Using technology
• Communication methodologies – understanding the importance of face to face

DAY 4:

• Define customer service terminology, concepts, and principles.
• Relate the importance of Customer Service.
• Define external and internal customers.
• Explain why employee satisfaction equals customer satisfaction.
• Understand the difference between emotional and informational responsiveness.
• Writing a client relationship plan

DAY 5:

• Illustrate positive and negative attitudes and mind-sets.
• Articulate how to get customers beyond mere satisfaction and develop customer loyalty.
• Respond to difficult customers and coworkers with appropriate communication styles.
• Model appropriate customer service skills in the community and workplace.

• Managers 
• Administrators
• Supervisors
• Accounts , Sales & Marketing Professionals
• Anyone who is or will be responsible for Planning or develop plans