How to win new business and develop relationships

10 July 2019
Scotland - 9.30am-4.30pm; England - 9.30am-5.00pm
London, Glasgow, Birmingham, Manchester, Edinburgh

Member price in Scotland: £238 + VAT
Non-member price in Scotland: £280 + VAT

Please note, the ICAS member discount will be applied after checkout.

Member price in England: £530 + VAT
Non-member price in England: £624 + VAT

Please note, due to differences regarding external costs, courses outside of Scotland are priced separately. ICAS members are eligible for a discounted price on all courses running in England & Wales.

Glasgow, 28 August 2019
Edinburgh, 26 November 2019

Book with BPP

London, 10 July 2019
London, 27 August 2019 
Birmingham, 17 September 2019 
London, 7 October 2019
Manchester, 12 November 2019
London, 20 December 2019

Email to book

What you will learn

This course will provide the skills and structure for delegates to be able to recognise opportunities to develop their network of contact points and new business prospects.

It will provide the skills set to approach new contacts and promote or sell their services using practical tools, models and examples of best practice.

Who should attend

This course will benefit those who wish to generate new and additional opportunities to develop their businesses, contacts and networks.

Full speaker list


All of our Leadership and Management Development trainers are experienced practitioners who specialise in delivering interpersonal and management training for a host of organisations, including public sector, private practice and corporate organisations.

Many of our speakers are experienced executive coaches to senior executives and directors in some of the most well-known blue chip companies.

View full event details


  • Analysing and exploring the key components for effective business development.
  • Positioning yourself in the market and assessing your competitors.
  • Becoming a trusted advisor, understanding what makes a client choose a provider, and identifying and developing your targets.
  • Understand the importance of networking internally and externally to create new prospect opportunities.
  • Reviewing time allocation and resources spent with a client or prospect against the return on investment.
  • Developing a communications strategy and understanding the techniques for building a compelling online presence.
  • Learning how to prepare for and conduct effective sales meetings.
  • Developing the ability to question and understand the prospects’ needs through good questioning techniques.
  • Structuring any presentation material to be informative, memorable and persuasive.
  • Overcoming client resistance and objections to proposals or recommendations.
  • Improve confidence in closing and commitment-gaining techniques.
  • Creating a personal business development action plan.


London, Glasgow, Birmingham, Manchester, Edinburgh


Tel: 0330 060 3303


  • England and Wales
  • Leadership and management
  • Scotland
  • Training courses
  • Edinburgh
  • Glasgow and West
  • London and Home Counties
  • Manchester and the North
  • Birmingham and the Midlands

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