Unit of Competency Mapping – Information for Teachers/Assessors – Information for Learners

BSBEMS401 Mapping and Delivery Guide
Develop and implement business development strategies to expand client base

Version 1.0
Issue Date: March 2024


Qualification -
Unit of Competency BSBEMS401 - Develop and implement business development strategies to expand client base
Description
Employability Skills
Learning Outcomes and Application This unit describes the skills and knowledge required to develop and implement prospecting strategies to expand the client base of organisations or enterprises seeking to employ individuals.It applies to individuals working in support roles in either a public or private employment services agency. No licensing, legislative, regulatory or certification requirements apply to this unit at the time of publication.
Duration and Setting X weeks, nominally xx hours, delivered in a classroom/online/blended learning setting.
Prerequisites/co-requisites
Competency Field
Development and validation strategy and guide for assessors and learners Student Learning Resources Handouts
Activities
Slides
PPT
Assessment 1 Assessment 2 Assessment 3 Assessment 4
Elements of Competency Performance Criteria              
Element: Develop strategies to identify potential clients
  • 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
       
Element: Initiate relationships with potential clients
  • Develop communication strategies to effectively liaise with potential clients
  • Identify and analyse client business and legislative 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
       
Element: Manage client relationship
  • Make followup 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
       
Element: Utilise networks to expand client base
  • 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
       


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.

ELEMENT

PERFORMANCE CRITERIA

Elements describe the essential outcomes.

Performance criteria describe the performance needed to demonstrate achievement of the element.

1 Develop strategies to identify potential clients

1.1 Undertake research to identify potential clients

1.2 Develop marketing and promotional plans to target potential clients

1.3 Use prospecting methods to target potential clients

1.4 Review and evaluate strategies for effectiveness

2 Initiate relationships with potential clients

2.1 Develop communication strategies to effectively liaise with potential clients

2.2 Identify and analyse client business and legislative requirements

2.3 Discuss and negotiate client business requirements

2.4 Prepare a tender and proposal to meet negotiated client business requirements

2.5 Present organisation’s proposal to the client

3 Manage client relationship

3.1 Make followup contact with the client

3.2 Negotiate business requirements to ensure client satisfaction with the service to be provided

3.3 Adapt proposal to client as required

3.4 Develop contract with client

4 Utilise networks to expand client base

4.1 Review and assess established networks for effectiveness in assisting to identify potential clients

4.2 Use appropriate communication strategies to utilise networks to identify potential clients

4.3 Use networks to identify and build relationships with potential clients

4.4 Identify benefits of networks and other relationships in expanding the client base


Submission Requirements

List each assessment task's title, type (eg project, observation/demonstration, essay, assignment, 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.

ELEMENT

PERFORMANCE CRITERIA

Elements describe the essential outcomes.

Performance criteria describe the performance needed to demonstrate achievement of the element.

1 Develop strategies to identify potential clients

1.1 Undertake research to identify potential clients

1.2 Develop marketing and promotional plans to target potential clients

1.3 Use prospecting methods to target potential clients

1.4 Review and evaluate strategies for effectiveness

2 Initiate relationships with potential clients

2.1 Develop communication strategies to effectively liaise with potential clients

2.2 Identify and analyse client business and legislative requirements

2.3 Discuss and negotiate client business requirements

2.4 Prepare a tender and proposal to meet negotiated client business requirements

2.5 Present organisation’s proposal to the client

3 Manage client relationship

3.1 Make followup contact with the client

3.2 Negotiate business requirements to ensure client satisfaction with the service to be provided

3.3 Adapt proposal to client as required

3.4 Develop contract with client

4 Utilise networks to expand client base

4.1 Review and assess established networks for effectiveness in assisting to identify potential clients

4.2 Use appropriate communication strategies to utilise networks to identify potential clients

4.3 Use networks to identify and build relationships with potential clients

4.4 Identify benefits of networks and other relationships in expanding the client base

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 and legislative 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 followup 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

BSBEMS401 - 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

BSBEMS401 - 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: