Business growth programme
our mini-mba in growing b2b/b2g businesses and winning work
Business Growth Programme
About the programme
Our business growth programme is a leadership and personal development programme for anyone engaged in growing an organisation or a business unit of a larger organisation. The target audience may be leaders or owners of small to medium sized businesses, leadership teams of business units of larger businesses, and work winning professionals and leaders.
The programme spans the entire life cycle of business growth - from undertaking robust business planning and growth strategy development, through marketing planning, key account management (KAM), capture, bid writing, and lastly customer relationship management (CRM).
The programme is made up of 11 weekly interactive webinar training sessions, underpinned by an online community, drop in / implementation sessions and closed out with a live in-person summit in London. The cohorts will also have access to online digital process materials, free tools and templates to complement each phase of their training. Videos of the training sessions, as well as other partner materials and webinars, will remain open to the cohorts for 12 months.
Programme Valued at £2499
Early bird discount to £1999 until Feb
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11 x 3 hour webinars plus other cohort events as described:
· 23/02/24 – Session 1 – Programme Kick-Off & Growth Strategy
· 01/03/24 – Session 2 – Marketing for non-marketeers
· 08/03/24 – Session 3 – Key Account Management 1
· 15/03/24 – Session 4 – Key Account Management 2
· 20/03/24 – Free Drop In / Implementation Session
· 22/03/24 – Session 5 – Capture Management 1
· 19/04/24 – Session 6 – Capture Management 2
· 26/04/24 – Session 7 – Bid Writing 1
· 03/05/24 – Session 8 – Bid Writing 2
· 10/05/24 – Session 9 – Bid Writing 3
· 15/05/24 – Annual Summit – Live in London
· 17/05/24 – Session 10 – Bid Writing 4
· 24/05/24 – Session 11 – Customer Relationship Management (CRM) & Programme Close Out
· 07/06/24 - Free Drop In / Implementation Session
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This is the only programme in the world that brings together experience from across the business growth spectrum into one place. No one else joins the dots
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The training content for capture and bid writing is accredited with the Association of Proposal Management Professionals (APMP) for their bidding foundation, practitioner and current micro certificating qualifications as well as for capture practitioner. Attendees can therefore go on to take professional qualifications with the APMP as they wish (membership and exam fees apply)
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The programme is unique in being delivered in collaboration with the Association of Key Account Management
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As well as placing individual staff on our open set programmes, we can easily design and stand up bespoke versions of the programme specifically for employers.
Programme Agenda
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Session Agenda
• Overview – Models for growth and strategy
• Maturity Benchmarking your current position
• Undertaking market research
• Business Planning
Tools
• Maturity Modelling Workbook
• Business Planning Workbook
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Session Agenda
• Building Client / Customer Profiles
• Six steps to building your strategy
• Pre-launch activity
• Growing your presence
• Content Pillars
• 10 content ideas
• Measuring your success
Tools
• Marketing Plan Template
• Social Media Planner
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Session Agenda
Overview and set up
• Overview of KAM Best Practice
• Defining and selecting key accounts
• KAM within the business growth agenda / operating model
• KAM team Structure, roles etc
Strategy and plan
• Client business plan, pipeline and objectives
• Our objectives
• Gathering Research
• Internal buy-in
• KAM Plan set up and management
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Session Agenda
Executing the plan
• Relationships
• Action Planning
• Solution
• Proposition Development
• Account Based Marketing
End game and continuous improvement
• Negotiation
• Transition to Capture and/or proposals
• Ongoing Performance Management
• KAM Programme Reviews and Continuous Improvement
• Close & Wrap Up
Tools
• KAM Template
• KAM Standard Training Video
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Free Drop In / Implementation Session open to all cohort attendees to collaborate and ask questions on their specific implementation of best practices worked on so far
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Session Agenda
Overview and Set up
• Overview
• Capture in the growth operating model
• Capture in the Sale Cycle
• Capture Best Practice
• Capture Team Selection and Management
Strategy and Plan
• Developing Capture Strategy
• Incumbents
• Capture Plan Development
• Internal Buy-In
• Gathering Research
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Session Agenda
Executing the Plan
• Engaging with the client and influencers
• Building the Solution
• Value Propositions
• Persuasion
• Proactive Proposals
End Game and Continuous Improvement
• Refining Strategy and Transition to Proposals
• Negotiation
• Reviews and Continuous Improvement
Tools
• Capture Plan template
• Standard APMP Capture Practitioner Training Video
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Session Agenda
• Introductions & Overview
• Research and Pursue
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Session Agenda
• Bid Decision
• Win Strategy and Kick off
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Session Agenda
• Solution and Story
• Write and Price
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All cohort attendees received a free place at our Annual Summit – Live in London - with a full agenda of speakers and panel discussions across the business growth and work winning spectrum
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Session Agenda
• Review and Finalise
• Sign off and submit
• Present and support
• Handover and mobilise
Tools
• Ultimate Bid Toolkit – free bid process and guide
• Free standard APMP Foundation Bid Writing training video
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Customer Relationship Management (CRM) & Programme Close Out
Session Agenda
• Customer Relationship Management (CRM)
• Overview
• Approach to CRM
• Client / Customer Voice
• Net Promotor based models
• Measurement and Performance Management
• CRM Platforms / Systems
Tools
• CRM Customer Voice Net promotor questionnaire template
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Final Free Drop In / Implementation Session - open to all cohort attendees to collaborate and ask questions on their specific implementation of best practices learned from the programme
Who should attend?
Our business growth programme is a leadership and personal development programme for anyone engaged in growing an organisation or a business unit of a larger organisation. The target audience may be leaders or owners of small to medium sized businesses, leadership teams of business units of larger businesses, and work winning professionals and leaders in large organisations.
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who are looking to predictably and sustainably grow their businesses over time should attend to build an understanding of how to join the dots through the business growth funnel, acting as a sponsor for great work winning and marketing activity.
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who will be responsible for developing the solution and running the service once the business is secured should attend to further develop: their approach to building winning service delivery models that deliver value and innovation for the client, their skills in leading the deconstructing of requirements and questions to generate compelling content, and how to lead the presentation with impact and capture the clients attention as the lynchpin of the delivery team.
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should attend to develop their understanding of enabling higher conversion rates through: working to key account plans to maximise ROI, leveraging insight and positioning, high quality input into your strategy and win themes, their part in informing your commercial strategy, helping the team to storyboard compelling content and maximising document impact through robust client centric reviews.
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should attend to broaden their thinking and move up the funnel to grow their influence for the business - building on their techniques and approach to: mobilising capture teams to succeed, engagement of senior colleagues in value proposition development, project management, process and governance of tenders, and how to maximise outputs from meetings and to facilitate high impact reviews.
your programme leader - Jeremy Brim
APMP Accredited Bid Writing, Capture and KAM Expert
Growth Ignition is led by Jeremy Brim, the award winning business KAM and capture expert and APMP Accredited Lecturer. Jeremy brings together groups of specialists to work with boards, business owners and leaders to plan and deliver sustainable growth through analysis and interventions across the sales cycle.
20 years of experience
Jeremy Brim brings 20 years of experience as an account leadership, capture and bid management professional across both the public and private sectors. Leading successful work winning functions spanning professional services, outsourcing and construction - Jeremy has secured an enviable collection of high-profile projects, programmes and frameworks with blue chip clients around the globe.
“I have learned from the best – working with a range of incredible business leaders of high growth global organisations, their cutting edge bid teams, and their entrepreneurial sales and capture teams to develop winning propositions.”
Early on his career Jeremy developed a specialism in UK and European public sector tendering, in both central and local government, which is still called upon today. The robust compliance driven nature of public sector proposals provided a great grounding to expand his experience in to the private sector, securing large scale frameworks and programmes with corporate clients.
For more than 15 years he has led business development, account management, capture and tendering training programmes for Directors, Partners, Associates and Graduate schemes.
In addition to his large corporate roles he has continued to deliver significant ROI for SME business owners, entrepreneurs and investors as a board member, coach, advisor and Non-Exec.
Client success stories
As well as looking at the APMP Capture Practitioner exam requirements and techniques, we also worked together to understand the application of Capture Planning within the Rullion business environment, which has been hugely valuable.