Creating New Business

Overview

Gaining new business is the lifeblood of the PR consultancy profitability. Success is down to a continuous process that provides a fertile environment for gaining new business.

Who should attend

All consultancy staff involved in winning new business. It is aimed at those who already have some involvement in business development but who wish to enhance their abilities in this area.

Course objectives

By the end of this highly interactive course you will be able to:

> Instigate the process of generating a continuous supply of new business prospects

> Appreciate how to qualify prospects so they become new business leads

> Create successful proposals

> Apply the techniques required to convert leads into clients

> Establish long-term client relationships

Course content

Making Contact

> Generating opportunities for new business

> The new business funnel

Testing your Selling IQ

Taking the Brief

> Writing objectives

> Creating the big idea

Proposals

> Analysis of example proposals

> Characteristics of proposals that win and proposals that lose

> A planning framework, proposal contents and presenting the proposal

Comparing the Skeleton Proposal Against a Model Proposal

Establishing and Developing the Relationship

> Client and consultancy perspectives

> The client/consultancy life cycle