Customer Profiling and Opportunity Pursuit





Providing a powerful structured approach to ensure credibility and impact in business development discussions at ‘C’ level

Workshop Overview (3 days)
Outstanding performance in client development and relationship management is critical to winning and retaining major corporate accounts. The quality and technological capability of the products and services of the organisation often provide a strong and competitive offering. However, for major corporates it is our ability to demonstrate a clear understanding of the wider issues and challenges facing their organisation and their senior management that is critical to success. The competence and confidence to interpret their business priorities, provide effective solutions and pro-actively introduce new thinking to improve their corporate performance will be the foundations for consistently winning and retaining business.


The core focus of the Customer Profiling and Opportunity Pursuit workshop is increasing the effectiveness of this interaction with key senior and ‘C’ level executives within existing and target customer organizations, leading to the identification and capture of new business opportunities. The programme provides a powerful structured approach to ensure credibility and impact in business development discussions at ‘C’ level.


The Customer Profiling and Opportunity Pursuit workshop provides a structured approach to the identification of customer pressures and priorities; the language and focus of their boardroom discussions; and the highlighting of primary areas where ‘offerings’ can add value to their business.


The event uses illustrative live customer corporates as a core case studies, but participants will be fully equipped to directly apply the concepts to their own target accounts.



The workshop is particularly designed for those operating in a Key Account Management, Pre-Sales, Consulting Lead or Sales Lead type role plus all those that have interaction with ‘C’ level customer executives with the focus on the development of new business opportunities.



The workshop objectives are focused on three deliverables:


• To win more business

• To reinforce credibility and impact in ‘C’ level interactions

• To provide a structured approach to Customer Profiling to identify the customer priorities and highlight directly relevant business development areas of pursuit.