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Contact to Contract

From Business Development to Client Relationship Management in the Contract Research Industry

Location: Kempinski Hotel Falkenstein near Frankfurt am Main, Germany
Time: Monday 4 & Tuesday 5 May 2009
Fee: Euro 1800,- plus VAT if applicable

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Content

A continuum along The Complex Sale Process, practically organized in five sessions

  1. INITIATE: Contact Management, Client Relation Management systems, from Clouds of Spurs to Beams of Leads
  2. GENERATE: The Complex Sale Lead Generation, Lead Qualification, Lead Validation
  3. NEGOTIATE: The Proposals & Contract Process, Organizing Task Forces, Creating and Maintaining Momentum
  4. ORCHESTRATE: Mobilize the Negotiation Team, Prepare and Deliver Bid Defenses, Care and After Care of Closings
  5. VALIDATE: Handing Over Without Losing Grip, Change in Scope Management, Recurrent Business, Network Nurturing, Partnering Paradigms

MONDAY, 4 MAY 2009
10:30 – 12:00 Welcome & Registration
12:00 – 13:00 Introductions & Buffet Lunch
13:00 – 15:30 Session 1: IDENTIFY
15:30 – 16:00 Coffee & Tea Break
16:00 – 18:30 Session 2: GENERATE
18:30 – 19:30 Networking
19:30 – 21:30 Formal Dinner
 
TUESDAY, 5 MAY 2009
08:00 – 08:30 Croissant Reception
08:30 – 10:30 Session 3: ORCHESTRATE
10:30 – 11:00 Coffee & Tea Break
11:00 – 13:00 Session 4: NEGOTIATE
13:00 – 14:00 Buffet Lunch
14:00 – 16:00 Session 5: VALIDATE
16:00 – 17:30 Feedback & Farewell Coctail
Faculty/Accomodation
 
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