Course Overview
Workshop 1 - Strategic Relationship Management: Key Clients and Client Relationship Management
This workshop will help you develop the knowledge and skills to implement a more structured approach to identifying and developing those clients of key importance to your institution. It will also introduce you to the use of a Client Relationship Management (CRM) Toolkit which will help you map how effective your current approach to CRM and how to enhance your existing approach.
Workshop 2 - Developing your Networking & Business Development Skills
Networking is a recognised and effective sales and business development tool in the armoury of many organisations, yet many people neither enjoy networking, nor do they have the confidence or skills to represent their businesses effectively at networking events. Packed with practical hints and tips to improve your networking skills and develop new business, you will leave this session raring to get at your next business opportunity.
Workshop 3 - Developing your Negotiating Skills
How do you negotiate the best price for your product or service, manage meetings to achieve your goals and develop a genuine pipeline of potential business for today, tomorrow and the future? This course will help develop your negotiating skills with clients and prospects in a commercial context.
Workshop 4 - Financial Business Management - Developing a CPD and Consultancy Business Plan
This module is designed to build skills appropriate to managing a commercial ‘for profit’ CPD unit. To explore its financial and other business dynamics, participants use a computer model to plan and run a CPD business. The costing and pricing of services is also examined.
Cost - Attend all 4 workshops for £995 + VAT (a saving of over £180) The courses are available individually at £295 + VAT. This is a huge saving on commercially-run training of this nature.
Course leader Biography - Dr Tom Kennie - Director of the Ranmore Consulting Group
Tom Kennie works with a range of knowledge based organisations primarily in the professional service sector (e.g. firms of chartered surveyors, lawyers and software companies) and also in the higher education sector. For the past 8 years been co-director of the national Top Management Programme for Higher Education). In addition he has experience of working with over 50 higher education institutions and research based organizations on leadership and management development programmes.
Prior to moving into consultancy 12 year ago he spent 6 years as Director of Human Resources for DTZ, an international firm of property advisors and 2 years managing training and development activities for Balfour Beatty an international engineering company. He has also been a full-time academic spending 8 years as Head of Surveying in the Dept. of Civil Engineering at the University of Surrey and 4 years at the University of Technology in Kingston, Jamaica. In his earlier career he worked as a chartered surveyor in the construction and offshore oil and gas sectors.
Booking - To book a place on any of these workshops please click here and scroll to select the workshop you are interested in.
The four workshops of the Commercial Development Programme aim to help you develop the skills needed to run a successful commercial education and training business. Led by Dr Tom Kennie, co-director of the national Top Management Programme for Higher Education, each session is practical, interactive and designed to engage all participants to a level where their skills and confidence increase significantly in these key areas.