Commercial Development Programme Workshop 1: Strategic Relationship Management: Key Clients and Client Relationship
- Start:
- 12 May 2010 (09:15 - 16:30)
- Venue:
- Northumbria University
- Contact:
- Louise Clayton
- Email:
- info@thetraininggateway.com
- Telephone:
- 01904 435360
The Commercial Development Programme is a great way to improve your institution's commercial capacity. Focusing on four 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 help you develop the knowledge and skills to implement a more structured approach to identifying and developing those clients which are of increasing importance to your institution. It will also introduce you to the use of a Client Relationship Management (CRM) Toolkit of resources which will help you map how effective your current approach to CRM and how to enhance your existing approach.
Objectives
- To identify some of the commercial skills required to develop the CPD and commercial consultancy activities in a university.
- Through the use of two IT based simulations, to explore the financial dynamics of a typical academic unit and gain an appreciation of the impact of making a range of resource decisions on the financial performance of the unit.
- To conduct a number of ‘what-if’ sensitivity tests in order to judge the merits of alternative decisions on financial success.
- To discuss the process of costing and pricing CPD projects – particularly those with an international dimension in order to ensure adequate returns for the risks associated with specific activities.
- To discuss some of the business challenges which are, and may become, of increasing importance, and
- To explore some of the future implications for the academic unit.
Course leader Dr Tom Kennie
- Director of the Ranmore Consulting Group (www.ranmore.co.uk).
- 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.
- Has experience of working with over 50 higher education institutions and research based organizations on leadership and management development programmes.
- 6 years as Director of Human Resources for DTZ, an international firm of property advisors, 2 years managing training and development activities for Balfour Beatty, 8 years as Head of Surveying in the Dept. of Civil Engineering at the University of Surrey.
Special offers
Attend workshop 1 ’Strategic Relationship Management: Key Clients and Client Relationship Management’ for a special introductory price of £250 + VAT.
Attend all 4 workshops for £950 + VAT (a saving of over £180!!!)
Course Administration
The courses are available individually at £295 + VAT. This is a huge saving on commercially-run training of this nature. If you would like to book a place on this course please return the booking form to info@thetraininggateway.com.
