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To request further information on any of the training courses listed below, please click the individual course titles.
While winning new clients is vital for success, keeping and developing your existing relationships is the most effective way to grow your business. Customer publishing teams need to develop some very different skills from their newsstand peers. These training courses focus specifically on the challenges customer publishers face.
The Introduction to Customer Publishing course is ideal for junior in-house journalists and salespeople.
What are the basic skills necessary to produce the best customer magazines? How do they differ from newsstand skills? This training session introduces the basics of working with a client and is tailored to the knowledge and experience of the attendees to ensure the greatest benefit for your company.
Course content:
- The background to customer publishing and your company's approach
- How to present yourself and your work
- Finding out what the client wants
- Understanding your client's business
- Developing effective listening skills
- What to do when things go wrong
The Building and Presenting a Winning Pitch course is ideal for account managers, publishers, editors and new business managers.
Preparing for a new business proposal requires a combination of organisation, flair, communication and listening skills. This session shows how to prepare and present a responsive pitch that appropriately displays your company's strengths to potential clients.
Course content:
- The key elements behind a successful pitch
- Selling the magazine medium
- Creating an effective team
- Understanding the client and answering the brief
- The future - win or lose
The Making the First Few Weeks Count course is ideal for anybody in customer publishing working on a newly won project.
At the outset of a new relationship expectations are high on all sides. It is all too easy to waste initial good will with unrealistic demands on both teams. This course shows how to manage those expectations to ensure that a relationship develops based on trust and mutual respect.
Course content:
- The first 30 days - priorities, expectations, planning and feedback
- Introducing clear structures and systems
- How to create successful communication channels
- Understanding the client's objectives for the publication
- Building the team
Tjhe Client Relationship course is ideal for publishers, account managers, editors and art directors who produce magazines for a client.
Handling clients requires discretion, diplomacy and well-developed organisational skills. This course session helps delegates develop a positive attitude to client handling and their own personal style, as well as the skills and knowledge to manage the process and staff efficiently and productively.
Course content:
- What is effective client handling?
- Quality of service - measuring results and improving delivery
- The client - understanding their business, objectives and priorities
- Successful negotiation
- Conflict handling
- Effective teamwork
The Understanding your Client's Business and Objectives course is ideal for magazine account teams.
A hazy understanding of your client's business objectives undermines your chance of delivering a successful publication. Even experienced teams can benefit from an in-depth look at objectives, while junior staff need to understand the importance of satisfying these within the editorial mix. Here we explore methods to acquire knowledge and understanding of your client's business and ensure your publication fits within these aims.
Course content:
- Defining and understanding business objectives
- Establishing the criteria for success
- Setting up and running an audit on the magazine
The Measuring Results course is ideal for editors, publishers and other senior editorial staff.
Relying on gut instinct as a measure of success is not enough. To keep and develop your title you need to be able to demonstrate its potential and performance to your client on a regular basis. This course gives you a method and a framework to measure and establish your publication's success as a marketing tool.
Course content:
- The importance of clear objectives in measuring success and failure
- Setting realistic goals
- A framework and a variety of tools for development
- Running an audit on your title and performance
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