Training

Up to the Light conducts training courses for agencies, professional services firms and trade associations on behalf of their members. We offer a series of half or full day training sessions. The principal courses are:

Presentation Skills

Who is this course suitable for?
New business and client services staff involved in client presentations

Key learning:
Preparation stages
Understanding the audience
Techniques to improve confidence
Controlling body language
Pace and styles of delivery
Practical performance critiquing

Negotiation Skills

Who is this course suitable for?
Anyone who is client facing and has a whole or partial responsibility for agreeing price

Key learning:
Understanding clients – the role of procurement specialists and how they work with marketing departments
Proper preparation and setting of clear objectives
Negotiation ploys – classic negotiation errors, effective negotiation ploys
Persuasion techniques – a tool set of techniques, how to create value and not just focus on price

Client Development

Who is this course suitable for?
Anyone involved in client services

Key learning:
Just managing your project is not enough
Business development as second nature
Setting objectives
Preparing a plan of attack
Selling without appearing to ‘sell’
Different strategies for different client levels
Measuring success

Winning Pitches

Who is this course suitable for?
Anyone who prepares and/or delivers pitches to prospective clients

Key learning:
Understanding what the client is really looking for
Crystallise what it is you are offering and why
Get pre-pitch advantage
Build in added value
Pitch chemistry

World Class Client Service

Who is this course suitable for?
Anyone involved in face to face client services

Key learning:
Understanding what clients want
Negotiating and managing client expectations
How to build a partnership, not just a supplier relationship
Setting and maintaining consistent best practice
How to build a client’s business
Effective methods for auditing the relationship

These are not generic training courses. Care is taken to tailor every course to the company involved. There would usually be a pre-course meeting to understand your particular needs.

The course content benefits from feedback from the hundreds of client interviews that Up to the Light conducts each year.

Each course is highly practical, giving the participants knowledge and skills that they can apply the very next day.