Course Title: Build client relationships and business networks
Part B: Course Detail
Teaching Period: Term1 2017
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: Julia Makin
Course Contact Phone: +61 3 9925 5175
Course Contact Email: Julia.makin@rmit.edu.au
Name and Contact Details of All Other Relevant Staff
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
A range of business network activities will include guest speakers, seminars, workshops, business meetings, assistance with mentors and work placement.
This course is co-delivered and co-assessed with MKTG 7879 - Research and Apply PR role in an Industry context.
Teaching Schedule
WEEKLY SCHEDULE (Subject to change)
|
Week
|
Topics/Learning Outcomes |
Assessment Details |
|
1 |
Course Induction · Course delivery and assessment details · Online learning environment – go through Blackboard shell · Overview of assessment requirements · Competency/Grading Criteria · Pre-Training Review including Recognition of Prior Learning & Credit Transfers and Assessment of current skills and knowledge · 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. · Privacy · 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 bbshells weekly Introduction - understanding public relations and the PR practitioner’s role and responsibilities |
Introduction (Presentation) - understanding public relations and the PR practitioner’s role and responsibilities
DOPE Personality type testing
Compulsory to attend. |
|
2 |
Class |
Guest speaker: Kurt Hermann, Manager, AUSVEG Polio Services Victoria Wednesday 15 February at 1.30pm in Building 8, Level 10, Room 22 |
|
3 |
Class |
Guest speaker: Cheeny Wulandari, Account Manager, Internship Program at ICON PR Wednesday 22 February at 1.30pm in Building 8, Level 10, Room 22 |
|
4 |
Class |
Writing a Curriculum Vitae - Activity & Speaker |
|
5 |
No formal class - time allocated to your Work Placement & Business Network opportunities |
No formal class - time allocated to your Work Placement & Business Network opportunities |
|
6 |
Class |
Client relationship building |
|
7 |
Guest speaker Panel on PR Practitioners |
Series of 5 guest speakers on PR in the workplace (TBC) Stacey Roberts - Blogger, Veggie Mama Mandy Griffiths - Social Lead, Porter Novelli Felicity Grey - MD, Nuffnang Australia Suzanne Tonks - Director, Oliver & York Mandy Bank - Entrepreneur, Change Room Foods
|
|
8 |
Class |
Guest speaker - Ms Belinda Howard, Senior Co-ordinator, Careers and Employability, RMIT |
|
9 |
No formal class - time allocated to your Work Placement & Business Network opportunities |
Work Placement & Business Network opportunities |
|
10a |
Mid Semester break (13 April to 19 April inclusive) - No formal class - time allocated to your Work Placement & Business Network opportunities |
Mid Semester break (13 April to 19 April inclusive) - |
|
10b |
No formal class - time allocated to your Work Placement & Business Network opportunities |
Work Placement & Business Network opportunities |
|
11 |
Business networks with the PR Industry |
Guest speaker: Ms Pauline King - Resources available for client relationship & business networks (TBD)
|
|
12 |
Interviews and Presentations for Major Assignment |
Assessment 1 & 2 (Individual interviews) |
|
13 |
Interviews and Presentations for Major Assignment |
Assessment 1 & 2 (Individual interviews) |
|
14 |
Interviews and Presentations of Major Assignment |
Assessment 1 & 2 (Individual interviews)
|
|
15 & 16 |
Interviews and Presentations for final assessment |
Assessment 1 & 2 (individual interviews) |
PLEASE NOTE: The above schedule may change during the semester. You will be notified of any amendments.
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 course is co-delivered and co-assessed with MKTG 7879 - Research and Apply PR role in an Industry context.
Assessment – Build client relationships and business networks
Date handed out: Week 2
Date and time due: By Week 14
Group or Individual: Individual.
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
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.
During the semester, need to document attendance and participation through:
- Business associations such as:
-
-
- Public relations Institute of Australia
- Public relations industry associations
- Institutes
- Societies
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- Professional development activities that you may become involved may include:
-
-
- Demonstrations
- Exhibitions
- Fairs
- PR industry information seminars
- Industry training
- Pre-launch activities
- Technical information briefings
- Trade Shows - Networks may include business, formal, groups, individuals, informal, organizations and/or personal. 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 (minimum 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.
Assessment Matrix
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Other Information
Nil
Course Overview: Access Course Overview