Selling Marketing Research: Sharpen Your Business Development Skills

Course Category:

• Professional Development course

Instructor(s):

• Brian Pleet, MBA

As with most professional services, market research must be "sold" in a wide variety of situations, by staff performing a wide range of job functions.
For example:

• A director of a large research house uncovers a market research need unknown to the client
• An independent market researcher is asked to bid on a market research project specification
• An unsolicited proposal is required in response to a client initiative that requires better market understanding without the supporting budget
• A junior researcher may be introduced to a prospective client at a neighbourhood party

Notwithstanding the situation, business development effectiveness is critical.

Will you benefit from this workshop? Yes if you answer no to any of the following statements:

• Everyone on my team understands and can clearly communicate the unique and compelling value of what we deliver to clients.
• We have unlimited business development resources available to pursue any potential opportunity that comes our way.
• Our team of researchers shares a common process and approach to business development that supports senior manager coaching and peer collaboration.
• All of our current clients provide exclusive, advance notice of their upcoming market research requirements.
• We only bid on uncontested projects that allow us to charge healthy, yet reasonable rates for our services.

In a highly interactive, educational, yet entertaining full-day workshop, Brian will share and illustrate the habits of effective selling organizations.
To help you build confidence with selling consultatively, Brian will:

• Facilitate development of your own value proposition
• Define elements of a sales tool kit
• Share an approach to preparing for and making effective senior level sales calls
• Provide an administratively simple sales process that helps organizations develop a "culture of sales"

Past Participant Comments

“Selling Market Research was an excellent session for researchers moving from operations into new business and sales. Brian Pleet was an excellent facilitator and the hands-on exercises helped reinforce the concepts being taught. I was able to immediately utilize the skills and techniques that Brian taught and, as our company grows, I'm sure to continue to make use of these lessons. Coming from New York City, the location in Toronto was very convenient and only required one day out of the office. US and Canadian researchers are a great source of support and learning for each other and I hope to continue attending MRIA educational courses and events.”
(Candice Seiger, Luminosity Marketing)

“Brian, partly due to the above training session my market research business has grown 28% year over year. Many thanks for your expertise and care.”

“Great course, extremely valuable.”

“(Brian Pleet) was professional and engaging.”

“Content was very relevant and helpful.”

“Very useful tools to employ in business development within my firm.”

Multi Course Bundle Savings

Multi course bundle savings will apply when more than 1 course is purchased by an individual in the same online transaction in the MRIA Portal:

2 courses = 10% off
3 to 5 courses = 15% off
6 or more courses = 20% off

• Course Length: 1 Day
• Check-in: 8:30 am
• Classes: 9:00 am – 5:00 pm
• Lunch will be provided
• For terms and conditions, click here

The venue address will be sent to you as part of your course registration confirmation.

MRIA courses and their administration are subsidized by members' fees. Therefore, members enjoy a reduced cost for courses.