facilitator manual with simulated online … · establish networks facilitator manual with...

ESTABLISH NETWORKS

FACILITATOR MANUAL WITH SIMULATED ONLINE BUSINESS ASSESSMENT

BSBREL401A

Precision Group (Australia) Pty Ltd

9 Koppen Tce, Cairns, QLD, 4870

Email: [email protected]

Website: www.precisiongroup.com.au

© Precision Group (Australia) Pty Ltd

BSBREL401A

Establish Networks

ISBN: 978-1-74238-

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Precision Group has made a great effort to ensure that this

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1Facilitator Manual BSBREL401A Establish Networks© Precision Group (Australia) Pty Ltd

Table of Contents

2 Legend

3 Qualification Pathways

4 Qualification Rules

5 Introduction7 BSBREL401A/01 Develop and Maintain Business Networks Key Points

Use appropriate network strategies to establish and maintain relationships that promote the development of business opportunities

Identify and pursue network opportunities to maximise a range of contacts

Communicate information regarding new networks to inform individuals, colleagues and clients of potential benefits

Participate in professional networks and associations to obtain and maintain personal knowledge and skills

13 ‘True’ or ‘False’ Quiz

15 BSBREL401A/02 Establish and Maintain Business Relationships Key Points

Develop and maintain relationships to promote benefits consistent with organisational / client requirements

Gain and maintain trust and confidence of contacts through demonstration of high standards of business practices

Use a high level of negotiation skills to encourage positive outcomes

Identify difficult situations and negotiate solutions using collaborative problem- solving techniques

Seek specialist advice in the development of contacts where appropriate


27 BSBREL401A/03 Promote the Relationship Key Points

Develop strategies to represent and promote the interests and requirements of the relationship

Use appropriate presentation skills to communicate the goals and objectives of the relationship

Effectively communicate issues, policies and practices of the relationship to a range of audiences, in writing and verbally

Obtain feedback to identify and develop ways to improve promotional activities within available opportunities


38 Summary39 Bibliography41 Assessment Pack

2 Facilitator Manual BSBREL401A Establish Networks © Precision Group (Australia) Pty Ltd

Legend

This symbol indicates the beginning of new content. The bold title matches the content of the competency and they will help you to find the section to reference for your assessment activities.

Activity: Whenever you see this symbol, there is an activity to carry out which has been designed to help reinforce the learning about the topic and take some action.

This symbol is used at the end of a section to indicate the summary key points of the previous section.

This symbol is used to indicate an answer to the Candidate’s questions or notes to assist the Facilitator.

Use considered risk taking in your ‘grey’ area...and others will follow you!


“There are always two choices. Two paths to take. One is easy. And its only reward is that it’s easy”. Source Unknown

This unit of competency is provided to meet the requirements of BSB07 Business Services Training Package although it can be used in a range of different qualifications. The BSB07 Business Services Training Package does not state how a qualification is to be achieved. Rather, Registered Training Organisations are required to use the qualification rules to ensure the needs of the learner and business customer are met. This is to be achieved through the development of effective learning programs delivered in an order that meets the stated needs of nominated Candidates and business customers.

Qualification Pathways


Qualification requirements include core and elective units. The unit mix is determined by specific unit of competency requirements which are stated in the qualification description. Registered Training Organisations then work with learners and business customers to select elective units relevant to the work outcome, local industry requirements and the qualification level.All vocational education qualifications must lead to a work outcome. BSB07 Business Services Training Package qualifications allow for Registered Training Organisations (RTOs) to vary programs to meet:

Specific needs of a business or group of businesses.

Skill needs of a locality or a particular industry application of business skills.

Maximum employability of a group of students or an individual.

When packaging a qualification elective units are to be selected from an equivalent level qualification unless otherwise stated.

Qualification Rules

“You’re either part of the solution or part

of the problem.”Eldridge Cleaver


Introduction

“Whether as an individual, or as part of

a group, real progress depends on entering whole-heartedly into

the process and being motivated to make you a

more deeply satisfiedhuman being.”

Source Unknown

This unit of competency is all about being able to develop and maintain effective work relationships and networks. It covers the activities of communication and representation. This is one of the units that make up the Certificates in Business.

This manual is broken up into three distinct sections. They are:

1. Develop and maintain business networks: First we will examine who we, as a representative of our organisation, should network with and how to initiate the relationship.

2. Establish and maintain business relationships: Next we will look at some of the ways of securing the relationship and keeping it performing in a helpful way.

3. Promote the relationship: Then we will consider how to use this to assist our organisation by promoting business relationships.

At the conclusion of this training you will be asked to complete an Assessment Pack for this unit of competency. The information contained in this resource will assist you to complete this task.

Then you will have demonstrated your ability to develop and maintain effective workplace relationships and networks.


Key Points Section 1 Networking is the process of intentionally meeting people, making contacts,

and forming relationships in hopes of gaining access to such business-related benefits as career advice, job leads, business referrals, useful information and ideas, and support.

The intention is to develop knowledge about each other and enough of a trust so that neither side feels taken advantage of.

There are four main benefits for those who practice effective networking:

Referrals;

Relationships;

Leads; and

Knowledge.

PART 1: Develop and Maintain Business Networks


Part 1: Develop and Maintain Business Networks

Key Points Section 1 continued A variety of organisations exist that are dedicated to providing business

networking opportunities, like industry trade associations or chambers of commerce.

The basic concept in all formal networking organisations is that members in a group of business people, each in a different line of work, make referrals to each other from among their own friends, clients, and associates.

Within your own organisation, information regarding new contacts may be shared for mutual benefit.



What is Networking?Networking is the process of intentionally meeting people, making contacts, and forming relationships in hopes of gaining access to such business-related benefits as career advice, job leads, business referrals, useful information and ideas, and support. For example, a manager’s network might include clients, vendors, fellow members of trade or professional associations, bankers, accountants, professors at a local business school, friends who are employed in similar industries, and other managers.

Each person that a manager adds to his or her network is at the centre of their own network, so in actuality the network is expanded considerably with every new member. Ideally, networks serve both social and business functions and are mutually beneficial for their members. The relationships formed in networking help people create a larger world for themselves, with a variety of new relationships, opportunities, and resources.

We can think of networking as investing in the future. The intention is to develop knowledge about each other and enough of a trust so that neither side feels taken advantage of. This is what networking is all about - we have something to give each other.

Benefits of Networking

There are four main benefits for those who practice effective networking:

Referrals;

Relationships;

Leads; and

Knowledge.

Referrals, which are particularly important in growing a business, take many forms. For example, a satisfied client might suggest others who may need the company’s products or services. Similarly, a network member who is familiar with the company’s offerings might provide an endorsement or allow the network partner to mention his or her name in marketing efforts. It is good networking practice and a matter of professional courtesy to thank the person who provided the referral and to keep them informed of the results of the new contact. In addition, it is important never to use someone as a referral without first securing their permission. If a referral does result in a new client relationship, care should be taken to provide the new client with the same level of product or service quality that was enjoyed by the one that gave the referral. Otherwise, the business risks ruining both client relationships.

Networking also allows for new relationships to be established. Relationships are keys to business success – a positive relationship allows for building insights into the needs of a particular client and allow you to build trust between you and your associates. Insight into customer needs and having a positive and trusting relationship also allows you to have an opportunity to promote the products and services that you offer and resolve issues that your customer may be having more easily. Fixing a problem while it is still minor is better than letting it blow up into a bigger one. You may also find that close relationships allow you to access information on the competition which may not always have been easy to gain.



Networking can also turn into an opportunity to gain new sales leads. It may also be personally productive in that you might be able to find new opportunities to move within your chosen career or build new business opportunities. Building a network often happens as a chain reaction – where one specific event leads to another and another and another – ultimately leading to you being able to improve your future opportunities.

Finding Networking Opportunities

Opportunities for networking abound. One well-known example of a possible contact is the person occupying the next seat on an airplane. But it is possible to take a more organised approach:

Make a list of specific groups of people that would be helpful to know for business purposes, from potential customers to other businesses that offer complementary products or services.

Identify where best to find them. Perhaps they are likely to participate in certain activities, belong to certain organisations, or frequent certain places or events.

Become involved in those organisations or activities.

Identifying networking organisations in your location is also a very profitable pursuit to undertake. If you are able to identify organisations that can assist you, you put yourself in a better professional position. Some of the most common networking organisations include:

Local industry organisations

Local chambers of commerce

Local business associations

National business associations

Local groups for women in business.

The basic concept in all formal networking organisations is that members in a group of businesspeople, each in a different line of work, make referrals to each other from among their own friends, clients, and associates. They not only share customers, but develop a circle of businesses with which they do business and exchange expertise.

We mentioned in the list above that there are often some specific networking organisations that cater for a specific demographic group. We gave the example of women in business groups. However there are often networking groups that cater for minority groups or even those that cater for specific business sectors, such as small businesses or those who run home-based businesses.

Within your own organisation, information regarding new contacts may be shared for mutual benefit. Whether through organised functions or just sharing a beneficial contact with colleagues in the organisation is good if there is a commonality. Of course, there is networking etiquette to be observed which we will discuss later and must always be observed.



The most obvious starting point to establish a network is to become a member of professional networks catering to your field of expertise. Sources cover a wide range of contacts including:

Work teams

Suppliers

Other organisations

Committees

Internal / external customers

Government agencies

Professional / occupational associations

Project specific ad hoc consultative / reference groups

Advisory committees

Lobby groups

Local inter-agency groups

Membership will lead to invitations to conferences, seminars and meetings – all fertile fields for meeting others with common interests. The benefits of these sorts of connections are to obtain and maintain your personal knowledge and skills and to be able to utilise these for the benefit of the team and organisation.

Many organisations recognise the importance of such affiliations through payment of membership dues for their managers and allowing them time to attend and participate.

Networking is a valuable tool to increase your personal knowledge for the benefit of your organisation.



Activity OneHave you actively participated in networking activities? Have the outcomes been beneficial? As you leave your seat and walk around the room, discuss your experiences with the group. Concentrate on individuals less well known by you.

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Facilitator’s Notes for Activity One We are looking for the Candidates to experience a little networking in a relaxed

atmosphere. Debrief by asking about their feelings and relating back to this Activity as you discuss appropriate parts of the next section.



Section 1 - ‘True’ or ‘False’ Quiz

Within your own organisation, information regarding new contacts should be shared for mutual benefit.

We can think of networking as investing in the future.

Networking groups, from nationwide organisations to single-chapter local outfits, bring together business owners on a regular, formal basis to promote one another’s businesses.

A variety of organisations exist that are dedicated to providing business networking opportunities, like industry trade associations or chambers of commerce.

There is no networking etiquette so anything goes.

Referrals, which are particularly important in growing a business, take many forms.

Each person that a manager adds to his or her network is at the centre of their own network, so in actuality the network is expanded considerably with every new member.

Sharing a beneficial contact for colleagues with another individual or colleague in the organisation is not a good idea. They might take the contact away from you!

Networking can be an excellent source of leads, but not for new business opportunities, new career options, or further networking possibilities.

Forming a close relationship with a client might jeopardise the job.

True False

Unlikely in a good relationship.

There is networking etiquette to be observed.

Networking can be an excellent source of leads for all of these purposes.

Forming a close relationship might provide invaluable insight into their needs.

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