NMK Revenue Generation Masterclasses: Finding, Winning and Retaining Clients

• Win more business
• Increase revenue
• Build productive long-term client relationships.

(More about Masterclass 1, which took place on February 11)

Masterclass 2: Preparing Your Business - March 04

1. Intro: Homework and Review of Module 1
2. Icebreaker: Raising The Stakes
3. Exercise: Someone Else's Shoes

   Delegates will be split into 3 teams. Each team will assume the identity of one of 3 organisations. Small (10 employees or less); Medium (50+ employees); Large (500+ Multinational). Task 1 will require each team to define the culture of their organisation. Task 2 will require them to define the criteria by which they select and appoint a supplier or partner. Each team will present their culture and selection criteria to the group, and the group will brainstorm which aspects are most appropriate and effective when presenting their organisations to new and prospective clients.

4. Guest Speaker - Jamie Galloway, COI

   Jamie will talk about what the COI looks for when they award contracts to small business, suppliers and partners; the criteria for selection and the key issues facing companies when dealing with large organisational bodies. Delegates will be encouraged to discuss their findings from the previous exercise, against the benchmarks required by the COI.

5. Follow Up & Close

   Delegates will be given the brief for the team presentation in Module 3.

Click Here to register for Masterclass 2 Only.

Masterclass 3: Pitching for Business - March 25

The final masterclass demonstrates how to pitch for new business more effectively, and outlines the skills and techniques that will make your application successful - from research and preparation to understanding the client and conveying the right message to the selection panel.

Intro and presentation
Icebreaker
Pitch Brief & Preparation
Guest Speaker
Forum
Pitch to Panel
Presentation
Q & A and Close

Click Here to register for Masterclass 3 Only.

Event Leaders

Charles Helliwell
Charles Helliwell is a founding partner of Business Personality Audits and has been in private practice for over 15 years as a Business Relationship Coach, specialising in Business Development and Revenue Generation. He has worked with multiple business sectors including Banking, Distribution, Dotcoms Entertainment, FMCG, Industrial, IT, Media, Petrochemical, Telecoms and is part of the Government’s e-mentoring pilot project. He has also written several papers and lectured for various public bodies on Business Relationships.

Adrian Mitchell
Adrian Mitchell is a founding partner of Business Personality Audits and has been in practice for over 18 years as a Business Psychologist. He is a member of the British Psychological Society (MBPS), specialising in Recruitment & Selection Methodology, Leadership Skills, Training & Development and Reorganisational Development. A trained and qualified Psychologist and behavioural specialist, he has broad cultural skills gained from many years of travel and work with all levels of people from various industries, which includes 8 years with the Dell Computer Corporation in Europe.

Juliet Blackburn, Head of Digital, AAR (www.aargroup.co.uk)
Juliet started her career at Coca-Cola 1985 where she became Brand Manager on Five Alive. In 1992 Juliet moved to the agency IMP as an Account Manager working on the Texaco account, and in 1995 she joined British Telecommunications, where she was made Head of New Media Marcomms in 1998 and Head of Broadband Marcomms in April 2000 when she launched BTopenworld Broadband. In January 2001, Juliet joined the AAR - specialists in creating and enhancing client:agency relationships - to establish and head up the new Digital division. Since its launch, she has become a leading authority on the new media marketplace, having met over 170 agencies. When helping clients to find their new media partners, she uses her unparalleled knowledge of this complicated and fast-moving sector to ease the selection process for them.

These events are presented in association with Business Link for London (www.bl4london.com )

Masterclass 1 - Relationship Building

Thanks to all the delegates for making Workshop 1 on February 11 a great success. The evening was structured as follows.

Guest Speaker

The guest speaker Adrian Mitchell discussed the theory and background to Transactional Analysis and demonstrated practical scenarios of how our behaviour can directly impact our ability to develop successful and profitable working relationships with our colleagues, suppliers, partners, and customers. The session was highly interactive and delegates were encouraged to share their own experiences with the group, providing a platform of structured learning.

Exercise Scenarios

The delegates formed teams of three and were provided with a simple scenario to act out for five minutes. Each of the three scenarios focused on a business relationship, which applied an aspect of Transactional Analysis. While two team members acted out the scenario, the third member observed and shared their observations with the others. At the end of the exercise, delegates were encouraged to discuss what they learned and how the scenarios enacted may have applied to 'real-life' business situations.

Homework Assignments

Those who attended the first workshop should try to complete the following assignments before workshop 2.

1. Write a paragraph on any relationship you see that involves a transaction and explain the nature of that transaction.
2. Describe a dysfunctional relationship in your business.
3. Be prepared to discuss the implications of relationships in your business.
4. Consider the dichotomy in balancing relationships between the following.and pin your colours to one of these:
   • Your pricing structure
   • Your deliverables (i.e. your products or services)
   • The quality of your relationships

Be prepared to argue for and defend your stance, if asked to do so, at the next seminar!