Tuesday October 25, 2011
Australia: 2:30pm AEDT
UK: 2:30pm BST
US/Canada: 2:30pm EDT
Absolutely Advanced Sales
This session will enable you to build on your current knowledge and capability in the following areas, in order to enhance business development opportunities and maximise revenue from your existing client base.
- Business development models used by successful, growing SMEs, as researched by Cranfield School of Management
- Use of account management protocols to effectively manage the customer lifecycle
- The role of the account manager
- Strategic and business planning and management
Here’s what Denise will be covering:
Business development essentials: Before looking at the more strategic elements of business development, it is obviously essential to have all the basics in place first. We will look at what these are, why they are important and who is responsible for them within the organization.
Account management (AKA Cranfield’s ‘Squeezing Lemons’): Here we consider the role of the account manager and how a number of business concepts, used extensively on the Business Growth & Development Programme (BGP) at Cranfield University, apply perfectly to recruitment businesses, where long-term relationships are key to success. These include Squeezing the Lemon and the Customer Lifecycle and are based on research carried out through regular SME surveys. It is proven that those that understand and manage these concepts can grow significantly larger than average businesses.
Essential planning: Although every business owner worth their salt will look after the overall business strategy, individual consultants, once the basics are in place, can also benefit enormously from applying a more strategic approach to business development. We look at how top billers do this and why it is essential to their business development success.
CLICK HERE for the MP3 recording of this session
The PDF Transcript will be available for download by November 18th
Did you miss the LIVE session?
About Denise Walker
Denise Walker is founder and owner of Absolutely Business, a boutique consultancy, designed to facilitate SME growth through executive and operational coaching, training and mentoring programmes for owners, managers and their teams.
Specialising in the Recruitment Industry, she has 25 years’ experience in the sector, as a recruitment consultant, branch manager, owner, MD, business consultant and trainer.
Denise has set up a number of businesses, including her own recruitment company, which she later sold in an MBO and a support service for start-ups for the REC.
She continues to support recruitment businesses in a wide range of sectors, including HR, IT, Charity, Finance, Sales, Hospitality, Marketing, Construction, Training, Industrial, PR, Retail, Pharmaceutical and Scientific sectors/industries.