Profit from REALationships™
Two day interactive Business Development and Relationship Management workshop
The aim of the workshops is to increase the capability of client and customer facing teams in both relationship management and business development techniques. The workshop is tailored and designed to the needs of the client teams and operating market environment.
We believe competitive advantage can come from leading in any one of three “value disciplines” (Treacy and Wiersma 92’) Operational Excellence, Product Leadership and Customer Intimacy and it is this last discipline, customer Intamacy, which we believe they can help firms get ahead of their rivals. Having a great commercial strategy isn’t enough; you also need a team with the capability to execute it, which means having deep and trusting relationships with your customers. Fresh Look have developed a two day interactive Business Development and Relationship Management workshop to help customer facing teams achieve the following :-
Build trusting and lasting relationships with their clients and intermediaries
Find ways to develop commercial growth opportunities from those relationships
Learn classic Business Development techniques
TARGET DELEGATES
This workshop is suitable for any client/customer facing staff that has the opportunity to win new business and develop more from existing clients .It is particularly suited to firms who also sell through intermediaries where strong relationships and trust are critical to success. Often delegates are highly technically qualified and competent in the delivery of existing business but don’t feel comfortable or understand how to create and nurture new commercial opportunities. As the market place becomes more competitive it’s those companies that excel in customer intimacy, that will win and hold onto clients and customers for longer.
FRESHLOOK APPROACH
It is understood that all clients’ needs are different and as a result all workshops will be designed and tailored to the client’s needs. The design starts with a “discovery phase”where one member of the team will come and spend a day observing and understanding the current skill level and working practices of the team. There is often some pre-work required by delegates helping uncover delegate’s individual needs and identify their personality and behavioral styles. All delegates are provided with learning materials such as course manuals and clients are provided with a confidential feedback report after the event.
WORKSHOP DESIGN
Workshops are not typical training events but follow a unique and proven teaching method that ensures understanding. By using experiential learning, well known anecdotes, stories, pictures, humor and acronyms we make learning fun and interesting. We use concepts not detail, models not lengthy theories, case studies and role plays to make our workshops memorable and effective. Often our workshop delegates have English as a second language and we therefore ensure our methods recognize this difference.
WORKSHOP SUMMARY
The workshop is run over two or three days and will focus on both the hard and soft skills of business development structured are into three parts.
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Building Relationships and a Sales Culture including customer profiling, attitude and mindset, building rapport, body language, dealing with conflict, questioning & listening skills, understanding needs and wants, creating a service and quality culture.
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Commercial selling skills including planning, preparation, the sales funnel, prospecting, cold calling, presentation skills, effective meetings, handling objections, closing, cross selling, up selling, strategic partnerships, finding ways to add value.
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Structures and Processes required for effective business development. Content includes market and customer segmentation, lead generation programmes, database generation, winning referrals, web marketing, account planning ,networking systems, contact strategy.
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TYPICAL DELEGATE FEEDBACK
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Strong engagement, honesty, energy, interaction and involvement from all delegates
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Thought provoking, well planned, good flow, not rushed. Dynamic, content good and interesting. Diverse and Interactive.”
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Today passed fast, timing was good, Interaction in the group and Tim and Tara.
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It was engaging and interesting, especially with identifying the colour schemes
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Communication between Tim and Tara , the warm ups, listening parts were balanced/ good mix.
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Good Variation in topics covered but all interlinking. Interactive, informative.
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Great Fun , learnt a lot. Positive, sense of future undertakings.
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Satisfied as I can go back with some useful insight. Very Good.
