Choose a Client To Develop Your Business Development Skills
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Brief Introduction
How to Develop a Client AccountDescription
This course has been designed for those professional consultants who have 5-15 years’ experience. These practitioners have utilisation KPIs of 50%-75% and business development KPIs - so they are time short but ambitious to develop their careers.
The Business Development Fundamentals online training school is developed to provide practical tools and processes and to progressively develop competencies in business development.
Young professionals can often feel pressured to go out and start making client calls and in some instances, cold calls to bring in new business. Our approach is to take a more considered process of carefully selecting a client to focus your efforts on, develop knowledge about that client, develop an understanding of the opportunities and then go and meet client contacts.
How to Develop a Client Account is a course with four modules, and is considered a self-study course where the student can progress through the modules at their own pace.
Choose a Client To Develop Your Business Development Skills
Learning Objective
Lesson 1 – Introduction – The objective of this Course is to give students a starting point in developing their business development competency before they are phoning a client and setting up a random meeting. A small investment of time to research a client and the client contact will result in a much more valuable relationship and a significant return on business development expenditure.
Lesson 2 – Choose a Client – The objective is to take the student through a process of identifying a client that will be worth the investment of their time and give them the most potential to building a highly successful client for the company. A well-chosen client relationship means the student can develop and hone their business development competencies whilst being successful.
Lesson 3 – Meticulous Planning – The objective is to highlight the first four Plans that should be developed when forming your client account and to highlight why these four are so important. The Plans that are highlighted are Client Account Plan, Revenue Forecast Plan, Opportunity Pipeline Plan and Client Engagement Plan
Lesson 4 – Decide on a Client Account Plan template – The objective is for the student to select an appropriate Client Account Plan template as a framework for capturing information about this client. The Course also introduces a process for establishing regular reviews and continuous updates of the Plan.
Lesson 5 – Client Organisation Research – The objective is to give the student direction on the most time effective way to gather information on the client organisation. This information can then be included in the Account Plan and used to onboard team members and managers.
Lesson 6 – Select your Account Team Members – The objective is for the student to gather the right team of people around them. Those people who will be instrumental in driving for the success and growth of this client account.
Lesson 7 – Roles & Responsibilities – The objective of this section is for the Account Manager to take the time to go through a considered process to develop job descriptions for each of the team members, including themselves. This approach will ensure that the collective roles and responsibilities map to the goals for the Account and jointly support the achievement of the success parameters. This ensures the success of the Account is spread fairly across the team, ensuring everyone is significant.
Lesson 8 – What does Client Account Success Look Like? – Client account success looks different for each of client account stakeholders. We look at the success expectations for each of the stakeholders like the client, team members, business unit leaders, leadership teams and the Account Manager.
Requirements
- Requirements
- Professionals
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