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 in the performance criteria is detailed below. Add any 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.
Targeted groups may include: | business sectors or groupings identified as fitting within the agency's focus and expertiselocal community networksnew emerging areas of business opportunity for the agencyprofessional associationsspecific business sectors and industries. |
Agency practice may be outlined within: | access and equity policy, principles and practicebusiness and performance plansethical standardsgoals, objectives, plans, systems and processeslegal and organisational policies and guidelinesmarketing plansmission statements and strategic plansOHS policies, procedures and programsprivacy and confidentiality requirementsquality and continuous improvement processes and standardsquality assurance and procedures manuals, including sales and client liaison procedure manuals. |
Potential clients may include: | new business types identified by the agencyspecific business types identified as fitting within the agency's brief and focus. |
Marketing strategies may include: | advertisementsclient functionsliterature and materials that explain and promote agency's services media announcementspresentations and displayspromotion of the agency's servicessales pitch that suits agency's philosophy and target audienceservice launchesweb pages. |
Appropriate interpersonal communication skills may include: | active listeningproviding opportunities for potential clients to clarify their understanding of services offeredsoft questioning and seeking feedback from potential clients to confirm own understanding of their needssummarising and paraphrasing to check understanding of potential client's messageusing appropriate body language. |
Appropriate rapport relates to use of techniques that: | establish and build confidence and trust in the agency and its representativesmake the seller or buyer feel valuedpromote and maintain an effective relationship with the seller or buyer. |
Client needs, motivation and expectations may relate to: | expectations of marketexpectations of agencymotivation for sellingneed to consider exit strategy or succession planningneed to sell within a specified timeframe. |
Options may include: | auctionclosure of businessemployee or family buy outemployee share option plan (ESOP)liquidation open market saleoperating under a deed of agreementpartial or progressive salereceivershipsale of business out of companysales of shares of companystrategic acquirer saletender. |
Benefits may include: | accreditation, certification and qualificationsassociations and networksmarket knowledgerange of services, such as marketing and backupreputation and market position. |
Points of agreement need to be identified by: | agencyclients and/or those acting as their agents. |
Rights and obligations relate to those of: | the agencythe client. |
Legislative, industry and agency requirements may relate to: | access and equity policy, principles and practicebusiness and performance plans, including organisational goals and objectivesclient service policiesindustry and agency codes of conduct and practice, code of ethics legislative and statutory requirements for the provision of business broking servicesOHS policies, procedures and programsorganisational policy, guidelines and requirements |
| policies and procedures relating to own role, responsibility and delegationprivacy and confidentiality requirementsrecords and information systemsreporting and communication structuresterms and conditions of employment. |
Suitable arrangements may include arrangements for: | conducting an appraisallisting the business. |