Release 

Comments 

Release 1

This version first released with BSB Business Services Training Package Version 1.0.

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-up contact with the client

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

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

Code and title  

current version 

Code and title 

previous version 

Comments 

Equivalence status 

BSBEMS401 Develop and implement business development strategies to expand client base

BSBEMS401B Develop and implement business development strategies to expand client base

Updated to meet Standards for Training Packages

Equivalent unit

Release 

Comments 

Release 1

This version first released with BSB Business Services Training Package Version 1.0.