Course Title: Build client relationships and business networks

Part B: Course Detail

Teaching Period: Term1 2016

Course Code: MKTG5828C

Course Title: Build client relationships and business networks

School: 650T Vocational Business Education

Campus: City Campus

Program: C6140 - Advanced Diploma of Business (Public Relations)

Course Contact : Sally Parrott

Course Contact Phone: +61 3 9925 5175

Course Contact Email:sally.parrott@rmit.edu.au


Name and Contact Details of All Other Relevant Staff

Alain Grossbard

alain.grossbard@rmit.edu.au

Telephone 99255522

Level 5, Building 80, RMIT University, 445 Swanston Street, Melbourne, Victoria 3000

Nominal Hours: 50

Regardless of the mode of delivery, represent a guide to the relative teaching time and student effort required to successfully achieve a particular competency/module. This may include not only scheduled classes or workplace visits but also the amount of effort required to undertake, evaluate and complete all assessment requirements, including any non-classroom activities.

Pre-requisites and Co-requisites

None

Course Description

This unit covers the skills and knowledge required to establish, maintain and improve client relationships and to actively participate in networks to support attainment of key business outcomes.


National Codes, Titles, Elements and Performance Criteria

National Element Code & Title:

BSBREL402A Build client relationships and business networks

Element:

1. Initiate interpersonal communication with clients

Performance Criteria:

1.1. Identify and use preferred client communication styles and methods
1.2. Establish rapport with clients using verbal and non-verbal communication processes
1.3. Investigate and act upon opportunities to offer positive feedback to clients
1.4. Use open questions to promote two-way communication
1.5. Identify and act upon potential barriers to effective communication with clients
1.6. Initiate communication processes which relate to client needs, preferences and expectations
 

Element:

2. Establish client relationship management strategies

Performance Criteria:

2.1. Develop client loyalty objectives focussing on the development of long term business partnerships
2.2. Assess client profile information to determine approach
2.3. Develop client loyalty strategies to attract and retain clients in accordance with the business strategy
2.4. Identify and apply client care and client service standards
 

Element:

3. Maintain and improve ongoing relationships with clients

Performance Criteria:

3.1. Develop strategies to obtain ongoing feedback from clients to monitor satisfaction levels
3.2. Develop strategies to elicit feedback which provide information in a form that can be used to improve relationships with clients
3.3. Obtain feedback to develop and implement strategies which maintain and improve relationships with clients
 

Element:

4. Build and maintain networks

Performance Criteria:

4.1. Allocate time to establish and maintain business contacts
4.2. Participate in business associations and/or professional development activities to establish and maintain a network of support for the business and to enhance personal knowledge of the market
4.3. Establish communication channels to exchange information and ideas
4.4. Provide, seek and verify information to the network
 


Learning Outcomes



Details of Learning Activities

The student is to select a real world client for whom they will fulfil a work placement brief.  Work with the chosen client to complete the supplied brief in suitable depth paying particular attention to the client’s core objective, target market and key message(s). Choose a Single Minded Proposition or some creative approach that would ideally work towards the following communication pieces to be submitted; and provide a completed evaluation form about the quality of internship work written by the employer.

Students are to choose a selection of opportunities to establish and maintain relationships with a range of clients related to public relations and show evidence of participating in and providing an active contribution to a public relations business related network. The student is to provide a two page report of topics of interest and present a three minute persuasive speech on what was covered in developing client relationships and business networks. The discussion will be assessed on a combination of:completion of set number of hours (10 hours); produce a completed evaluation form about the quality of internship work written by the employer; and ability to employ persuasive techniques along with presentation style including visual aids, structure, pace and pitch, poise and eye contact with the interviewee.

This unit is co-joined and co-assessed with MKTG 7879 - Research and Apply Public Relations Role in an Industry Context


 


Teaching Schedule

Week Commencing 2016 Topics
Week 1 Feb 8 Course Induction
• Course delivery and assessment details
• Course support documents – any text books or readings
• Online learning environment – go through Blackboard shell
• Grading – remind them of codes and no marks (codes at end of doc)
• Plagiarism – must have signed cover sheets on all assessments
• Appeals – take them through this process and where it is on website
• Extensions – take them through process (details on website.)
• Feedback – when they can contact you and expect a response.
• Submission requirements – how all work must be uploaded and how
• Resubmission policy – one resubmission, marked to a pass allowed
• Where to get support - Student study support details
• Student responsibilities – must check emails and bb shells weekly
Week 2 Feb 15 Introduction - understanding the PR practitioner’s role an responsibilities
Week 3 Feb 22 PR trends and developments
Week 4 Feb 29 Understanding the Creative Brief
Week 5 Mar 7 A Life in PR guest presentations
Week 6 Mar 14 Portfolio work
Week 7 Mar 21 Work Placement – Non-teaching week
Semester break 25 March to 1 April (inclusive)
Week 8 April 4 Internship - Non- teaching week
Week 9 April 11 Build client relationships and business networks
Week 10 April 18 Work Placement – Non-teaching week
Week 11 April 26 Understanding the Creative Brief
Week 12 May 2 Portfolio work
Week 13 May 9 Portfolio in
Week 14 May 16 Interviews
Week 15 May 23 Interviews
Return final assessment and schedule any resubmission for next week
Week 16 May 30 No classes - resubmissions only
 


Learning Resources

Prescribed Texts


References


Other Resources

Nil


Overview of Assessment

Assessment may incorporate a variety of methods including technical requirements documentation, homework, assignments, group and/or individual projects, in class exercises, written and practical assessments, problem solving exercises, presentations, direct observation of actual and simulated work practice, presentation of a portfolio of evidence which may comprise documents, and/or photographs and/or video and audio files, review of products produced through work-based or course activities.

Students are advised that they are likely to be asked to personally demonstrate their assessment work to their teacher to ensure that the relevant competency standards are being met. Students will be provided with feedback throughout the course to check their progress.


Assessment Tasks

This unit is co-joined and co-assessed with MKTG 7879 - Research and Apply Public Relations Role in an Industry Context

Students are required to complete 3 tasks. All tasks must successfully be completed to be deemed competent in this course.

This course is co-joined and co-assessed with Research and Apply PR Role in an Industry Context.

Students are to choose a selection of opportunities to establish and maintain relationships with a range of clients related to public relations and show evidence of participating in and providing an active contribution to a public relations business related network.

Assessment Task 1 & 2: Written Portfolio, submitted in either a printed or online format followed by a personal interview and presentation of work placement covered (Due in class by Week 15). This is worth 80% of the total course assessment.
 
Assessment Task 3 – Build client relationships and business networks. (Due in class Week 14).Written Report (Two pages), submitted in either a printed or online format followed by a personal interview and presentation of networks and client relationships covered (Due in class by Week 15)
This is worth 20% of the total course assessment. Provide a two page report of topics of interest and present a three minute persuasive speech on what was covered in developing client relationships and business networks. The discussion will be assessed on a combination of:
• completion of set number of hours (10 hours);
• produce a completed evaluation form about the quality of internship work written by the employer
• content, ability to employ persuasive techniques along with presentation style including visual aids, structure, pace and pitch, poise and eye contact with the interviewee.

Submission Requirements

You should:

• Ensure that you submit assessments on or before the due date.
• Always retain a copy of your assessment tasks. (hard copy and soft copy)
• When you submit work for assessment at RMIT University you need to use a cover sheet that includes a declaration and statement of authorship. You must complete, sign and submit a cover sheet with all work you submit for assessment, whether individual or group work. On the cover sheet you declare that the work you are presenting for assessment is your own work. An assignment cover sheet for submission of each assessment task is available on blackboard.
• Each page of your assessment should include footer with your name, student number, the title of the assessment, unit code and title and page numbers. For example, Julie Macpherson, 324567, Task 2, OHS2345C Ensure safe workplace, Page 1 of 10.

<Add any additional requirements>
Late Submission Procedures
You are required to submit assessment items and/or ensure performance based assessment is completed by the due dates.
If you are prevented from submitting an assessment item on time, by circumstances outside your control, you may apply in advance to your teacher for an extension to the due date of up to seven calendar days. <check links are still current>
More Information: http://www.rmit.edu.au/students/assessment/extension
Form to use: http://mams.rmit.edu.au/seca86tti4g4z.pdf
Where an extension of greater than seven days is needed, you must apply for special consideration. Applications for special consideration must be submitted no later than two working days after the assessment task deadline or scheduled examination. <check links are still current>
More Information: http://www.rmit.edu.au/browse;ID=g43abm17hc9w
Form to use: http://mams.rmit.edu.au/8a5dgcaqvaes1.pdf
Resubmissions (VET Programs):
If you are found to be unsuccessful in a Course Assessment Task you will be allowed one resubmission only. Your teacher will provide feedback regarding what you need to do to improve and will set a new deadline for the resubmission. The highest grade you will receive if your resubmission is successful is “CAG”.
If you are still not meeting the assessment requirements you must apply to your Program Manager in writing outlining the steps you will take to demonstrate competence in your course. Your submission will be considered by the Program Team and you will be advised of the outcome as soon as possible.
Adjustments to Assessment
In certain circumstances students may be eligible for an assessment adjustment. For more information about the circumstances under which the assessment arrangements might be granted please access the following website: <check link is still current>
More Information: http://rmit.edu.au/browse;ID=7usdbki1fjf31

Marking Guide (Competency):

You must demonstrate that you have all the required skills/knowledge/elements in the unit of competency you are studying.

You will receive feedback on each assessment task that will inform you about your progress and how well you are performing.


Marking Guide (Grading)

After achieving competency we then grade your performance in the unit and you will achieve one of the following grades:
CHD Competent with High Distinction
CDI Competent with Distinction
CC Competent with Credit
CAG Competency Achieved – Graded
NYC Not Yet Competent
DNS Did Not Submit for assessment


Further information regarding the application of the grading criteria will be provided by your teacher.
 


Assessment Matrix

Nil

Other Information

Nil

Course Overview: Access Course Overview