• BSBEMS401B - Develop and implement business development strategies to expand client base

Assessor Resource

BSBEMS401B
Develop and implement business development strategies to expand client base

Assessment tool

Version 1.0
Issue Date: March 2024


This unit applies to individuals working in either a public or private employment services agency to expand the organisation's client base as a senior consultant or manager.

This unit describes the performance outcomes, skills and knowledge required to develop and implement prospecting strategies to expand the client base of organisations or enterprises seeking to employ individuals.

No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement.

You may want to include more information here about the target group and the purpose of the assessments (eg formative, summative, recognition)

Employability Skills

This unit contains employability skills.




Evidence Required

List the assessment methods to be used and the context and resources required for assessment. Copy and paste the relevant sections from the evidence guide below and then re-write these in plain English.

The Evidence Guide provides advice on assessment and must be read in conjunction with the performance criteria, required skills and knowledge, range statement and the Assessment Guidelines for the Training Package.

Overview of assessment

Critical aspects for assessment and evidence required to demonstrate competency in this unit

Evidence of the following is essential:

strategies developed for gaining new clients

establishment and maintenance of relationships with clients

expansion of client base using client network/s

knowledge of relevant legislation.

Context of and specific resources for assessment

Assessment must ensure:

access to an actual workplace or simulated environment

access to office equipment and resources

examples of workplace documents used in employment services agencies.

Method of assessment

A range of assessment methods should be used to assess practical skills and knowledge. The following examples are appropriate for this unit:

direct questioning combined with review of portfolios of evidence and third party workplace reports of on-the-job performance by the candidate

observation of presentations to potential or existing clients

oral or written questioning

review of marketing and promotional plans developed to target potential clients

review of communication strategies developed to effectively liaise with potential clients.

Guidance information for assessment

Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended, for example:

other workforce development units.


Submission Requirements

List each assessment task's title, type (eg project, observation/demonstration, essay, assingnment, checklist) and due date here

Assessment task 1: [title]      Due date:

(add new lines for each of the assessment tasks)


Assessment Tasks

Copy and paste from the following data to produce each assessment task. Write these in plain English and spell out how, when and where the task is to be carried out, under what conditions, and what resources are needed. Include guidelines about how well the candidate has to perform a task for it to be judged satisfactory.

Required skills

communication skills to establish and maintain effective business relationships with potential and current clients

consultative and negotiation skills to persuade clients to use the services provided by the organisation

culturally appropriate communication skills to relate to people from diverse backgrounds and people with diverse abilities

presentation skills to promote organisation's services to potential and current clients

sales and marketing skills to promote organisation's services and to generate leads.

Required knowledge

economic, social and industry trends affecting employment levels

key provisions of relevant legislation from all forms of government that affects business operations, codes of practice and national standards, such as:

occupational health and safety (OHS)

equal employment opportunity (EEO)

racial discrimination

industrial relations

privacy laws

freedom of information legislation

disability discrimination legislation

methods to attract new clients

principles of equal opportunity, equity, diversity and anti-discrimination

range of organisational products and services

relevant state/territory and federal industrial relations systems.

The range statement relates to the unit of competency as a whole. It allows for different work environments and situations that may affect performance. Bold italicised wording, if used in the performance criteria, is detailed below. Essential operating conditions that may be present with training and assessment (depending on the work situation, needs of the candidate, accessibility of the item, and local industry and regional contexts) may also be included.

Clients may include:

organisations or enterprises seeking to employ individuals through an employment services agency

Marketing plans may include:

business-to-business marketing

direct marketing

ideas marketing

marketing of goods

services marketing

telemarketing

Promotion plans may include:

impersonal promotion such as advertising and sales promotion

personal promotion such as face-to-face selling

Prospecting methods may include:

brokers

cold canvassing

direct mail

internet and databases

intra-organisation leads and referrals

media advertising and telemarketing

networks

newspapers, journals and magazines

spotters and brokers

Communication strategies may include:

electronic

face-to-face

telephone

written

Networks may include:

business

formal

groups

informal

organisations

personal

professional

Copy and paste from the following performance criteria to create an observation checklist for each task. When you have finished writing your assessment tool every one of these must have been addressed, preferably several times in a variety of contexts. To ensure this occurs download the assessment matrix for the unit; enter each assessment task as a column header and place check marks against each performance criteria that task addresses.

Observation Checklist

Tasks to be observed according to workplace/college/TAFE policy and procedures, relevant legislation and Codes of Practice Yes No Comments/feedback
Undertake research to identify potential clients 
Develop marketing and promotional plans to target potential clients 
Use prospecting methods to target potential clients 
Review and evaluate strategies for effectiveness 
Develop communication strategies to effectively liaise with potential clients 
Identify and analyse client business requirements 
Discuss and negotiate client business requirements 
Prepare a tender and proposal to meet negotiated client business requirements 
Present organisation's proposal to the client 
Make follow-up contact with the client 
Negotiate business requirements to ensure client satisfaction with the service to be provided 
Adapt proposal to client as required 
Develop contract with client 
Review and assess established networks for effectiveness in assisting to identify potential clients 
Use appropriate communication strategies to utilise networks to identify potential clients 
Use networks to identify and build relationships with potential clients 
Identify benefits of networks and other relationships in expanding the client base 

Forms

Assessment Cover Sheet

BSBEMS401B - Develop and implement business development strategies to expand client base
Assessment task 1: [title]

Student name:

Student ID:

I declare that the assessment tasks submitted for this unit are my own work.

Student signature:

Result: Competent Not yet competent

Feedback to student

 

 

 

 

 

 

 

 

Assessor name:

Signature:

Date:


Assessment Record Sheet

BSBEMS401B - Develop and implement business development strategies to expand client base

Student name:

Student ID:

Assessment task 1: [title] Result: Competent Not yet competent

(add lines for each task)

Feedback to student:

 

 

 

 

 

 

 

 

Overall assessment result: Competent Not yet competent

Assessor name:

Signature:

Date:

Student signature:

Date: