Workshops Friday

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11:00 Selling in a tough climate. Could your approach be holding you back? Alan Mackie, Sales Director, Business Growth Now In today’s environment every penny is a prisoner. Money is not just ti ght at the bank. Many businesses are fi nding themselves conceding to pressure on price or providing way more knowledge and unpaid consultancy to win business and oft en this business is hardly worth having. Additi onally, many business owners and sales directors are frustrated hearing their sales staff say they are too busy to prospect; to fi nd the very new clients every business needs as its life blood. This talk looks at

what could be the root of the issues experienced by businesses when selling. Could their approach be causing all the problems they experience? And proposes a new approach?

12:15 Managing IP in a new or growing business Dr Michael J Ellis, Patent Attorney, Ellis IP Ltd This Seminar explores the Intellectual Property-related challenges of a new business; introduces the various types of IP and their scope; provides ti ps on what to do and what not to do; and discusses commercialisati on of IP.

13:30 Forecasti ng your sales & setti ng your pricing Ali McGill, Head of Stuff at Creative Space & Freelance World We all know that sales are important, but how should you go about forecasti ng what you’re going to sell? And more importantly, at what prices?

14:45 Guide to improving your credit score Satnam Basra, Principal Sales Consultant, Experian Potenti al lenders, suppliers and customers can use your credit report to gauge how much of a fi nancial risk you present! This workshop will explain how to make your business more att racti ve to other businesses by seeing how to improve and manage your fi nancial health.

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