Application
This unit describes the skills and knowledge required to develop and implement prospecting strategies to expand the client base of organisations or enterprises seeking to employ individuals.
It applies to individuals working in support roles in either a public or private employment services agency.
No licensing, legislative, regulatory or certification requirements apply to this unit at the time of publication.
Elements and Performance Criteria
ELEMENT | PERFORMANCE CRITERIA |
Elements describe the essential outcomes. | Performance criteria describe the performance needed to demonstrate achievement of the element. |
1 Develop strategies to identify potential clients | 1.1 Undertake research to identify potential clients 1.2 Develop marketing and promotional plans to target potential clients 1.3 Use prospecting methods to target potential clients 1.4 Review and evaluate strategies for effectiveness |
2 Initiate relationships with potential clients | 2.1 Develop communication strategies to effectively liaise with potential clients 2.2 Identify and analyse client business and legislative requirements 2.3 Discuss and negotiate client business requirements 2.4 Prepare a tender and proposal to meet negotiated client business requirements 2.5 Present organisation’s proposal to the client |
3 Manage client relationship | 3.1 Make follow 3.2 Negotiate business requirements to ensure client satisfaction with the service to be provided 3.3 Adapt proposal to client as required 3.4 Develop contract with client |
4 Utilise networks to expand client base | 4.1 Review and assess established networks for effectiveness in assisting to identify potential clients 4.2 Use appropriate communication strategies to utilise networks to identify potential clients 4.3 Use networks to identify and build relationships with potential clients 4.4 Identify benefits of networks and other relationships in expanding the client base |
Foundation Skills
This section describes language, literacy, numeracy and employment skills incorporated in the performance criteria that are required for competent performance.
Skill | Performance Criteria | Description |
Reading | 1.1, 1.4, 2.2, 4.1 | Identifies and analyses information from a range of sources to identify potential clients and their requirements |
Writing | 1.2, 1.4, 2.1, 2.2, 2.4, 3.3, 3.4 | Produces and amends documents in required formats using appropriate business language |
Oral Communication | 1.3, 2.3, 2.5, 3.1, 3.2, 3.4, 4.2 | Present ideas or persuasive arguments using vocabulary and non-verbal features appropriate to the audience Asks questions and listens carefully to gather, interpret or evaluate information |
Navigate the world of work | 2.2 | Applies workplace protocols, legislation or regulations relevant to own responsibilities |
Interact with others | 1.3, 2.3, 2.5, 3.1, 3.2, 3.4, 4.2-4.4 | Selects and uses appropriate conventions and protocols when communicating with others Participates in conversations relevant to role responding, explaining, negotiating and persuading as required Actively seeks to establish and maintain effective business relationships with potential and current clients |
Get the work done | 1.1, 1.2, 1.4, 2.1 | Takes responsibility for planning and implementing tasks for efficient and effective outcomes Uses systematic, analytical processes to evaluate information and make decisions |
Sectors
Workforce Development – Recruitment and Employment Services