Commercial Development Programme Workshop 3: Developing your Negotiating Skills

The Commercial Development Programme is a great way to improve your institution's commercial capacity. Focusing on 4 key areas and led by Dr Tom Kennie, co-director of the national Top Management Programme for Higher Education (TMP), the course focuses on methods for improving your commercial skills.

This workshop will enable you to further enhance skills in business networking and in relation to business development and selling skills.

Outline objectives

To develop increased confidence in situations requiring proactive networking skills
To consider some of the more strategic issues associated with selecting suitable business prospects
To understand the key stages in a business development meeting
To gain confidence in dealing with situations which might arise in business development meetings, and ultimately
To gain an enhanced understanding of how to influence buyers of CPD services

Course leader Chris Ward

Chris Ward

Chris Ward is a founding director of the Ranmore Consulting Group (www.ranmore.co.uk).  He works with a range of knowledge based organisations, both in the professional services sector and in higher education. His recent client list includes large law firms, large chartered surveyor practices and a large software consultancy as well as a number of universities.

Chris also participates in the national Top Management Programme for Higher Education (TMP) run by the Leadership Foundation for Higher Education.

His work ranges from:

• The design and delivery of tailored leadership and management development

• The design and running of sessions for management teams, using financial

• The design and running of sessions in other management skills, Consultancy in financial and business modelling.

To facilitate strategic and financial understanding within the higher education sector, Chris has designed and built the HESIM computer-based model of a university, a model of a school/faculty and a model for simulating commercial/entrepreneurial activity. These are designed to be bespoke to specific institutions.

Chris has a degree in Social Studies from the University of East Anglia, and an MBA from Cranfield Business School. He is a member of the CIM and the CIPM. He has held senior management positions within large plcs and a large firm of chartered accountants.

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