Description

How successful is your organisation at developing internal markets within your organisation, internal markets within your clients' organisations and cross-selling to existing clients? Many organisations miss out on business opportunities by presenting a narrow view of their business to their clients. They focus and engage with the client only in terms of the project(s) in hand when they could also be engaging in conversations about their broader range of products and services and proactively making introductions to their colleagues across the business.

In order to cross-sell successfully we need to understand the wider business development strategy of our own organisation and to be well networked internally. We also need to be tuned in to the needs of our clients so that we can ensure we pick up on any potential opportunities for doing business. To do this effectively we need employees who have the confidence and willingness to pursue these opportunities.

This programme will demonstrate how to:

Exploit internal markets
Cross sell services/products
Create a ‘networking strategy' (internal and external)
Map out existing contacts and fill gaps
Develop closer, sustainable relationships with existing clients
Build a personal brand and clear message for different contexts
Make networking events effective
Create a referral strategy and make introductions
Build trust and rapport with colleagues 

We will cover:

A networker's collaborative mindset and how it adds value to business growth
Aligning networking activities to business (and personal) strategies
Developing a broad internal network and raising your profile
Building relationships with existing clients and colleagues
Understanding buying cycles, cultures and triggers (internal and external)
Anticipating and overcoming internal barriers
Identifying individual networking styles using our unique Networking Styles Questionnaire™