Course Title: Build client relationships and business networks

Part B: Course Detail

Teaching Period: Term1 2020

Course Code: MKTG5828C

Course Title: Build client relationships and business networks

School: 650T Vocational Business Education

Campus: City Campus

Program: C6144 - Advanced Diploma of International Business

Course Contact: Suzanne Maugeri

Course Contact Phone: +61 3 9925 1466

Course Contact Email:

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


Course Description

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

This unit applies to individuals in a variety of roles who are required to establish, maintain and improve client relationships to facilitate organisational objectives.

National Codes, Titles, Elements and Performance Criteria

National Element Code & Title:

BSBREL402A Build client relationships and business networks


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


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


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


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

This course is structured to provide students with the optimum learning experience in order to demonstrate the skills and knowledge required to plan and implement business-to-business (B2B) marketing.

Details of Learning Activities

A range of learning activities are planned for this course including self-paced and collaborative classroom based activities.

The collaborative classroom based activities will include group discussion, group problem solving activities and opportunities to practice your skills in a simulated/real workplace environment.


We expect you to participate and contribute in all scheduled learning activities.

Teaching Schedule




Week Commencing




10 February

Week 1 will consist of an induction of the course which will include completion of a pre-training review and familiarisation with:

• Your teacher(s) and other students. 
• Services and facilities 
• Student responsibilities 
• Where to get support 
• Course requirements, key learning outcomes, assessment, feedback, and grading. 
• Submission requirements and the re submission policy 
• Plagiarism 
• Appeals 
• Extensions and Special Consideration 
• Privacy



17 February

Differences between consumer and B2B

Types of international B2B

7 steps to a strategy

Situation analysis – external; different industries

- Internal

- Market


Brief Assessment One.


24 February

Customer analysis

Industries, Businesses (demographics)

People (psychographics, needs, culture)

The path to purchase, decision process.

Workshop Assessment One



2 March

Product Strategies

Workshop Assessment One



9 March

Place strategies

Price strategies

Workshop Assessment One

Assessment One due


16 March

Promotion strategies.

Communication strategies

Brief Assessment Two



23 March


SWOT, done properly

Opportunities, Priorities, and Objectives.




30 March

Implementation strategies






9 - 15 April

Mid semester break



6 April

13 April



  Customer feedback



20 April

Networking – old

Networking – new  (Linked In)

Assessment Two due.


27 April




  Account management

Brief Assessment Three


4 May





11 May

Communication styles

Body language

Cultural differences.



18 May

Workshop Assessment Three



25 May

Interactive activities focusing on B2B networking and review of learning to date

Assessment Three due


1 June 2020Feedback & resubmissions 


8 June 2020

Final resubmissions


Learning Resources

Prescribed Texts


Other Resources

Overview of Assessment

 Assessment Methods

Assessment methods have been designed to measure achievement of the requirements in a flexible manner over a range of assessment tasks, for example:

  • direct questioning combined with review of portfolios of evidence and third party workplace reports of on-the-job performance by the candidate
  • review of final printed documents
  • demonstration of techniques
  • observation of presentations
  • oral or written questioning to assess knowledge of software applications

You are advised that you are likely to be asked to personally demonstrate your assessment work to your teacher to ensure that the relevant competency standards are being met.

Performance Evidence

Evidence of the following is essential:

  • establishing and maintaining relationships with a range of clients related to the candidate’s business
  • participating in and providing, an active contribution to a business related network.
  • communication skills to determine client needs and preferences through active listening and presenting ideas clearly and precisely
  • culturally appropriate communication skills to relate to people from diverse backgrounds and people with diverse abilities
  • interpersonal skills to establish rapport, and to build and maintain relationships with clients.

Knowledge Evidence

To complete the unit requirements effectively, you must:

  • key provisions of relevant legislation from all forms of government, codes of practice and national standards that may affect aspects business operations, such as:
    - anti-discrimination legislation
    - consumer laws including appropriate state/territory legislation
    - ethical principles
    - marketing code of practice
    - privacy laws
    - Trade Practices Act
  • Marketing communications concepts and processes and principles and techniques for effective communication and networking
  • sources of business related networks.


Feedback will be provided throughout the semester in class and/or online discussions. You are encouraged to ask and answer questions during class time and online sessions so that you can obtain feedback on your understanding of the concepts and issues being discussed. Finally, you can email or arrange an appointment with your teacher to gain more feedback on your progress.

You should take note of all feedback received and use this information to improve your learning outcomes and final performance in the course.

Assessment Tasks

This course is co-delivered and co-assessed with MKTG7898C Plan & Implement Business to Business Marketing

You are required to complete three tasks.  You must successfully complete all three tasks to be deemed competent in this course.

Assessment Task 1 – Analysis

Date and time due:  Week 5 



The purpose of this assessment is to demonstrate the skills and insight needed to analyse a target market and identify the opportunities and threats there are in that market.


Assessment Task 2 – Plan a strategy

Date and time due:  Week 10 



To demonstrate the skills and knowledge to develop relevant marketing strategies that will be effective in the situation described in the case study.

Assessment Task 3 – Create a local connection.

Date and time due:  Week 15



To demonstrate an understanding of the ways to develop business networks in another country,  and also ways to maintain client relationships in the same market by proposing a strategy for local management to build an effective business network amongst potential clients and other people who might influence potential clients and target market.

Assessment Matrix

The competency assessment map that maps all the assessment tasks is available on CANVAS Mapping document.

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 the Assessment task document that includes a declaration and statement of authorship.
  • Each page of your assessment should include a footer with your name, student number, the title of the assessment, unit code and title and page numbers.

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.

More Information:

Where an extension of greater than seven days is needed, you must apply for Special Consideration.  You must submit your application within five working days after your assessment date or due date.

More Information:

Re-submissions (VE Programs):

If you are found to be unsuccessful (Not satisfactory/Unsatisfactory) in a Course Assessment Task you will be allowed one re-submission.  Your teacher will provide feedback regarding what you need to do to improve and will set a new deadline for the re-submission. 

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:

 Final Results

 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.

 The following grades are available for this course: 


Competency Achieved


Not Yet Competent


Did Not Submit for Assessment


Course Overview: Access Course Overview