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.
Participants of this event will leave with:
Event Key Topics
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