 Event
Overview
Based on work done by Neil Rackham of Huthwaite, Inc. (author
of the best-selling book Spin Selling) this event provides an
overview of and comparison between three key business development
strategies that create client value. Even in the same industry,
different clients see value very differently, which requires a
different approach to developing new business with that client.
In this workshop, participants will explore the various strategies,
and then select the one that is most appropriate to their client
situation. This selected strategy becomes the basis for further
business development activities.
Who Should Attend this Event
People wishing to apply the most appropriate and effective business
development strategy to a given client situation.
Event Outcomes
Participants of this event will leave with:
- An understanding of the elements of three key business development
strategies.
- The ability to apply the appropriate strategy to a given
client situation.
- An understanding of how to go beyond communicating client
value, to creating it.
Event Key Topics
- The Purpose of Business Development Strategy
- Matching Strategy to Clients
- Creating Client Value
|
