Effective Business Development Techniques in Supply Chain Serivces

Course details

This course will equip logistics and supply chain professionals with effective business development techniques on how to market end-to-end design, implementation and operational capabilities in freight forwarding, contract logistics, distribution management and transportation management.

Overview

Companies are outsourcing their logistics and supply chain activities to third party providers because they do not see these activities as their core competencies. This course examines each aspect of the business development function within a third-party logistics (3PL) provider or a third-party supply chain management service provider (SCMSP). A 3PL or a SCMSP is a firm that provides service to its customers who outsource their logistics or supply chain management functions. Within each function, the course highlights effective techniques that can be incorporated to make the business development process more efficient and effective.

This course will also cover the basic concepts surrounding the business development function. It will focus on the process steps critical to successful business development performance.

Who Should Attend

This course is specially designed for sales, marketing, and business development professionals in the logistics and supply chain management industry who are constantly looking for more effective ways of managing their customers' buying process.

Business owners and senior management who want to better understand how to work with sales, marketing, and business development professionals would also benefit from this course.

Coverage

• Introduction
• What is a third party logistics provider?
• What is a third party supply chain management service provider?
• What are the types of providers in the logistics or supply chain management services industry?
• Who are some of these providers?
• The Business Development function
• What is the business development function?
• What are the key steps in the business development function?
• What are the responsibilities of a business development executive?
• What are the skills required of a business development executive?
• How to develop yourself into an effective business development executive?
• Responsibilities of a Business Development Executive
• Developing a business development plan
• Implementing a business development plan
• Working with the operations management team to develop workable solutions to customer needs
• Importance of success stories
• Importance of service packages
• Handling Requests for Quotations
• What to do before receiving an RFQ
• Importance of templates
• Importance of an RFQ process
• Importance of a Solution Architect
• Types of RFQs
• Case study of a 3PL
• Case study of a SCMSP
• Increasing your WIN CHANCE
• Understanding your company's strengths and weaknesses
• The ideal customer profile
• Customer relationship equity
• The importance of preparing solutions ahead

Certification

At the end of the course participants who have fulfilled at least 75 per cent attendance shall be awarded the Certificate of Attendance.