How to Identify, Prioritise and Confirm Your Prospective Client's Requirements

Tuesday 4th December 2018

BMA House, London

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Event Summary

There are many factors that influence a prospective client’s decision when it comes to choosing a venue for their event. One of the most important is the confidence that person has in your ability to understand their exact requirements. Focusing on the customer will give the best chance at securing their business

Content to include:

  • How to identify and understand your client’s requirements and buying motivations, allowing you to tailor the event to their needs meeting their expectations.
  • How to show an interest in your contacts rather than trying to be interesting.
  • New questioning techniques which can be used with different types of prospective customers.
  • Development of your active listening skills.
  • An understanding of the many traps into which you can fall when asking questions in the wrong way.
  • An opportunity to practise using new techniques and approaches.


At the end of the day you will:

  • Have a better understanding of how to use new questioning techniques to recognise customer needs.
  • Improve your listening and note taking skills to ensure you capture all essential information discussed during a client meeting and in turn ensure your proposal meet client expectations.
  • The ratio of proposals to contracts secured will improve resulting in increased revenue and reduced sales costs.

"Philip is a fantastic trainer, and is clearly very passionate about the industry. The techniques that Philip taught were great, and I am now putting them into practice in my workplace. One of the best training sessions I have participated in and I really enjoyed it!"- Past attendee, Apr 2018

Who Should Attend

Anyone within a business who is responsible for conducting initial or follow-up meetings with prospective and existing clients and producing a business proposal for their client. This workshop is suitable for individuals new to their role looking to build upon their knowledge and increasing confidence or those looking to refresh their client techniques to secure more business.

Date, Time and Location


Tuesday 4th December 2018


09:00 - 17:00 hrs


BMA House, London



About Philip

Philip Cripps is Chief Executive of Thameside International, established in 1969. Thameside International offer strategic advice on a range of topics including business planning, marketing and sales strategy and organisation reviews. They also offer people development for executive directors, heads of department, managers, sales and service personnel. Philip has over 30 years’ experience in ensuring that the advice he delivers is measurable and shows significant improvements in business performance. Philip will bring his years of experience and interactive presentation style to ensure you enjoy and benefit from the workshop taking away actionable changes to your client relationship strategies. 

Philip is also a best selling author, his latest book "Management in a Minute" will provide you with practical, proven and powerful ways to enhance your managerial skills.


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