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Understanding Client Needs

  • Level(s) of Study: Professional / Short course
  • Course Fee:

    Available at no cost to eligible individuals (see criteria below).

  • Start Date(s): TBC
  • Duration: TBC
  • Study Mode(s): Short course
  • Campus:
  • Entry Requirements:
    More information


Please note: This course is delivered through the Enterprising Ashfield project, which is funded by the Government's Towns Fund. Nottingham Trent University (NTU) is pleased to offer free (fully funded) places on this course to support individuals and employees of businesses that are based in the towns of Kirkby-in-Ashfield and Sutton-in-Ashfield.

The standard fee would normally be £295.

This course will help you understand the needs of external clients, organisations, and other stakeholders to harness commercial opportunities for business.

You'll learn how to approach, engage, and initiate a commercial relationship whilst understanding your client's needs.

This course is important for anyone looking to develop their entrepreneurial skills, and equally important for businesses looking to create new opportunities for growth.

What you’ll study

On this course you'll consider what your objectives are when initiating a commercial relationship and look at the potential strategies to target your ideal stakeholders.

You'll consider how your offer differs from your competitors and assess their current or future challenges to successfully quantify need and demand.

During this course you will:

  • look at why it is important for businesses to build commercial relationships
  • consider how to manage opportunities, from capability to capacity
  • determine your commercial advantage and unique offering compared to other competitors
  • learn about selecting your clients, networking, and communities of practice
  • explore how to establish creditability, making first contact, and building rapport
  • understand how to deliver a pitch successfully and be confident in negotiations
  • develop your understanding of client's needs.

How you’re taught

In-person from the Summit Centre in Kirkby-in-Ashfield.

Contact hours

10 am - 4 pm

Tutor profile: Andrew Corcoran

Andrew provides enterprise and knowledge exchange training to the Higher Education sector.

He has an MBA and an MA in Education, is a Fellow of the Chartered Institute of Marketing, a Chartered Marketer, a Fellow of the Institute of Knowledge Transfer, and a Senior Fellow of the Higher Education Academy.

Andrew works at the University of Nottingham where he specialises in business, economy, and technology.

Prior to this, he held Business Development roles both at Birmingham City University and the University of Worcester and is author of Academic Enterprise: A Field Guide.

Entry requirements

No previous qualifications or experience is needed to access this course.

To be eligible for a place, you must live or work in the towns of Kirkby-in-Ashfield or Sutton-in-Ashfield.

Fees and funding

This course is available at no cost to eligible participants.

How to apply

To book a place on this course, please download and complete the enrolment form

Completed forms should be returned to

For any questions, you can also call +44 (0)115 848 2813.

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