Business Development Skills - for Engineers & Technical People

Key Learning Outcomes

• The functions of business development and marketing, how they differ, how they relate, and their strategic fit
• Key marketing tools and channels, including top level marketing concepts such as brand, the marketing plan and the marketing mix
• Systematically develop an opportunity pipeline and use it to convert leads into opportunities
• When not to bid an opportunity
• Ensure proposals are aligned with business development objectives to maximise new client acquisition
• Design effective marketing and client relationship plans to support business development activities
• Appreciate the importance of stakeholder relationships and networking, and put them to work immediately
• Learn the importance of tracking relationship management
• Understand the important of cross-selling and identify opportunities to do so
• Competitive analysis - methods to assess your competition well

Testimonials

"One of the best decisions we’ve made was to engage, through IIR, Bourby Webster... The course was extremely relevant for us & the overwhelming positive response from all the participants who attended was proof of the high quality of content and delivery..."
Manager, Workforce Planning and Development, TAFENSW - New England Institute

"Bourby is engaging, professional & focused - she felt like one of the team by the end of the process!"
Managing Director, Harrier Resourcing People

"Bourby had great ideas & concepts for developing awareness before we opened. She understood our business concept prior to opening and was great at marketing,promotions and publicity after we opened our doors"
Director, The Ellington Jazz Club

"...your course was bloody brilliant, I have learnt so much in the past couple of days! I’m not only going to apply those skills to my music but life in general"
Jazz Vocalist, WA Academy of Performing Arts

"Good presenter; very engaging with the class"
BD Manager, Clough

About the Course

Business Development and Marketing are a business language that every technical manager should be able to understand as a minimum, and speak as an ideal.

In most technical service firms, specifically engineering, marketing simply means writing a proposal.

The aim of this course is to provide a broad introduction to understand what marketing and business development really mean; how simple activities and planning can have a profound effect on the way you do business; and to generate a level of confidence in proactively marketing and growing a client base without a total reliance on proposals and a member of the marketing team.

The course will cover the fundamentals of opportunity identification, basic marketing principles, pipeline development, proposal management and client relationship effectiveness, whilst increasing skills and confidence levels in these areas.

Who Should Attend

Team leaders, group managers, technical managers and specialists, project managers, senior technical administration staff responsible for business development and marketing support

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