Business development for SMEs

Through clear frameworks and practical exercises, attendees will learn how to assess current activities, focus effort on the most valuable opportunities, and build a more consistent approach to developing and sustaining one’s workload. 

Learning outcomes

By the end of the course, you should be able to:

• Monitor and evaluate the effectiveness of your business development activity 

• Identify the types of enquiries and clients that provide the greatest long-term value 

• Focus your efforts on winning and retaining the right kind of work 

• Understand the key performance indicators that underpin a successful practice:

  • Number of relevant enquiries

  • Success rate in converting opportunities

  • Average fee value

  • Repeat work and client relationships

  • Profitability

• Identify practical and often overlooked ways to improve performance across these areas 

Intended for

• Senior engineer/Team leader/Manager  

• Business leader/Director (including SMEs)