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THROUGH THE PIPELINE

-Planning to win new business-

Who this course is for:

PR consultancy business development execs, small independents, freelancers, everyone who wants to grow their business with method.

Duration:

One day

The content:

To grow, every consultancy or PR needs to win new business. But too many either leave business development to chance or simply don’t put in place a systematic approach to generating opportunities and then converting them into client wins. This course is unique in that it is designed specifically for the PR and communications business and is almost always tailored for delivery to individual companies or practitioners. It covers areas such as:

  • differentiation,
  • identifying prospects,
  • the classic sales presentation techniques,
  • managing objections,
  • closing deals.
Whilst it draws on some orthodox principles of selling, this not a traditional ‘sales’ training programme. It looks very closely at how the PR operation packages and sells itself and offers a fresh perspective to improving practice and process. Delegates learn how to develop a blueprint for setting up and managing a sales pipeline which will deliver real long term results.

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The Caterpillar Factory
by Vyvyan Kinross

Kick start your career in the PR business. An insider's account of the skills and processes needed to build a successful career in PR, covering applied social psychology, techniques to launch new products, a structure for winning proposals and rules on writing style. This book is a must-read for all PR students.
Available in February for just £10.99
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