KEY POINTS
> « Know-How » vs. « Must-Do »
> Peters’ principle
> Chargeable hours vs. non chargeable hours
> Client relationships basics
> Client development techniques

WHAT HAS TO BE DONE
> Understand partner’s development objectives
> Understand partner’s competences and market
> SWOT analysis
> Network analysis (purchasing advisors, targets…)
> Client portfolio analysis
> TIMES analysis (, Trends, Ideas/Innovations, Media, Events, Stakeholders)
> Create action plan

RISKS
> Partner/Managing Director not buying in principles of sales and development
> Lack of time and availability

DELIVERABLES
> 2 individual one-on-one training sessions
> Personal marketing development action plan
> Development strategy (retaining existing clients vs. gaining new clients)
> Offer mapping
> Priority tools and actions
> Developing influencers’ network