Benefiting from the Credit Crunch

A one day workshop

Introduction

Is the credit crunch a threat or an opportunity?

For well-organised businesses that plan and manage their key and core activities, then the credit crunch presents and opportunity.

People will still spend money, but with more care. Companies will still invest, but more cleverly. Businesses will still produce, supply to consumers and plan to develop in the future. For the savvy company that identifies its markets, enhances its products and services and sells effectively - creating real partnerships with their customers - then the credit crunch can be a time of opportunity and success.

Course Aims

To help participants develop strategies and plans to profit from the credit crunch. Through this course, participants will prepare real business development plans, which they will refine and implement once back in their companies.

This course is particularly suitable for groups of teams - sales teams, marketing, accounts etc - who can work together to prepare their business development plan for implementation.

Course Objectives

By the end of this course delegates will be able to:

• Identify where they, their teams and their businesses are weak and where they are strong
• Identify where to put in the most effort
• Plan where to sell more
• Plan more effective prospecting
• Develop personal and company or team business plans to keep ahead in the credit crunch

Who Should Attend?

Mangers, salespeople, customer facing staff and anyone who deals with customers or who can influence the company's sales and profitability

Course Content/Outline

• Identifying what you sell
• • What do you sell?
  • What do your customers value from you?
  • How do you communicate with your customers?
  • How effective is your communication?
  • Where do you generate most of you profits?
  • Using the Boston Box approach
  • How good is your service?
• How effective are you?
• • Measuring profits against activities - Where do you generate most of you profits and what activities take up the most time?
  • Applying the pareto principle
  • Getting a grip and working for effectiveness - the Eisenhower Grid approach
• New business opportunities
• • What opportunities are out there?
  • How to identify opportunities
  • Be creative - do something different to get different results!
  • Getting new business from old customers
  • Finding new customers
  • Effective prospecting
  • It's a numbers game
  • Becoming a trusted advisor - consultative selling
• Personal skills
• • How do you measure up?
  • What are you really good at?
  • Where do you struggle?
  • Personal development plan
• The Business Development Plan
• • Stakeholders
  • • Who are your stakeholders
  • Success criteria and objectives
  • • Set you objectives
    • Plan how you will measure progress and success
  • Work plan
  • • Plan the work; work the plan
  • Organisational plan
  • • Plan your systems and procedures for effectiveness
  • Resource requirement
  • • What do you need? E.G. - people, time, money, equipment etc?
    • What can you do without?<.li>
  • Communication procedure
  • • Good communication is critical - plan to get it right
  • Risk management
  • • What threatens you and the implementation of your plan?
  • Summary