Unit of competency Outline
Date retreived
23/07/2026 12:36 AM AWST
23/07/2026 12:36 AM AWST
Whilst all efforts are made to provide accurate and timely information from the relevant source/documentation, please be aware that the information supplied may not be the most current version. The accuracy of the detail has not been confirmed by the Department and therefore should not be relied upon without first confirming the contents.
Develop and implement business development strategies to expand client base
Develop and implement business development strategies to expand client base
Unit of competency
National Code
BSBEMS401B
BSBEMS401B
State Code
D0697
D0697
TGA Status
Replaced
Replaced
DTWD Status
Replaced
Replaced
State Implementation and Classification
Approved Date
20/08/2009
Field of Education
080399 - Business And Management, N.e.c.
Original Release Date
20/08/2009
Nominal Hours
40
Description
This unit describes the performance outcomes, skills and knowledge required to develop and implement prospecting strategies to expand the client base of organisations or enterprises seeking to employ individuals.No licensing, legislative, regulatory or certification requirements apply to this unit at the time of endorsement.
Notes
Elements and Performance Criteria
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 relationship with potential clients
- 2.1. Develop communication strategies to effectively liaise with potential clients
- 2.2. Identify and analyse client business 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
RANGE STATEMENT
The range statement relates to the unit of competency as a whole. It allows for different work environments and situations that may affect performance. Bold italicised wording, if used in the performance criteria, is detailed below. Essential operating conditions that may be present with training and assessment (depending on the work situation, needs of the candidate, accessibility of the item, and local industry and regional contexts) may also be included.
Clients may include:
organisations or enterprises seeking to employ individuals through an employment services agency
Marketing plans may include:
business-to-business marketing
direct marketing
ideas marketing
marketing of goods
services marketing
telemarketing
Promotion plans may include:
impersonal promotion such as advertising and sales promotion
personal promotion such as face-to-face selling
Prospecting methods may include:
brokers
cold canvassing
direct mail
internet and databases
intra-organisation leads and referrals
media advertising and telemarketing
networks
newspapers, journals and magazines
spotters and brokers
Communication strategies may include:
electronic
face-to-face
telephone
written
Networks may include:
business
formal
groups
informal
organisations
personal
professional
The range statement relates to the unit of competency as a whole. It allows for different work environments and situations that may affect performance. Bold italicised wording, if used in the performance criteria, is detailed below. Essential operating conditions that may be present with training and assessment (depending on the work situation, needs of the candidate, accessibility of the item, and local industry and regional contexts) may also be included.
Clients may include:
organisations or enterprises seeking to employ individuals through an employment services agency
Marketing plans may include:
business-to-business marketing
direct marketing
ideas marketing
marketing of goods
services marketing
telemarketing
Promotion plans may include:
impersonal promotion such as advertising and sales promotion
personal promotion such as face-to-face selling
Prospecting methods may include:
brokers
cold canvassing
direct mail
internet and databases
intra-organisation leads and referrals
media advertising and telemarketing
networks
newspapers, journals and magazines
spotters and brokers
Communication strategies may include:
electronic
face-to-face
telephone
written
Networks may include:
business
formal
groups
informal
organisations
personal
professional
EVIDENCE GUIDE
The Evidence Guide provides advice on assessment and must be read in conjunction with the performance criteria, required skills and knowledge, range statement and the Assessment Guidelines for the Training Package.
Overview of assessment
Critical aspects for assessment and evidence required to demonstrate competency in this unit
Evidence of the following is essential:
strategies developed for gaining new clients
establishment and maintenance of relationships with clients
expansion of client base using client network/s
knowledge of relevant legislation.
Context of and specific resources for assessment
Assessment must ensure:
access to an actual workplace or simulated environment
access to office equipment and resources
examples of workplace documents used in employment services agencies.
Method of assessment
A range of assessment methods should be used to assess practical skills and knowledge. The following examples are appropriate for this unit:
direct questioning combined with review of portfolios of evidence and third party workplace reports of on-the-job performance by the candidate
observation of presentations to potential or existing clients
oral or written questioning
review of marketing and promotional plans developed to target potential clients
review of communication strategies developed to effectively liaise with potential clients.
Guidance information for assessment
Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended, for example:
other workforce development units.
The Evidence Guide provides advice on assessment and must be read in conjunction with the performance criteria, required skills and knowledge, range statement and the Assessment Guidelines for the Training Package.
Overview of assessment
Critical aspects for assessment and evidence required to demonstrate competency in this unit
Evidence of the following is essential:
strategies developed for gaining new clients
establishment and maintenance of relationships with clients
expansion of client base using client network/s
knowledge of relevant legislation.
Context of and specific resources for assessment
Assessment must ensure:
access to an actual workplace or simulated environment
access to office equipment and resources
examples of workplace documents used in employment services agencies.
Method of assessment
A range of assessment methods should be used to assess practical skills and knowledge. The following examples are appropriate for this unit:
direct questioning combined with review of portfolios of evidence and third party workplace reports of on-the-job performance by the candidate
observation of presentations to potential or existing clients
oral or written questioning
review of marketing and promotional plans developed to target potential clients
review of communication strategies developed to effectively liaise with potential clients.
Guidance information for assessment
Holistic assessment with other units relevant to the industry sector, workplace and job role is recommended, for example:
other workforce development units.
Replaces
| State Code | National Code | Title | Type |
|---|---|---|---|
| C7014 | BSBEMS401A | Develop and implement business development strategies to expand client base | Unit of competency |
Replaced By
| State Code | National Code | Title | Type |
|---|---|---|---|
| AUL66 | BSBEMS401 | Develop and implement business development strategies to expand client base | Unit of competency |
| State Code | National Code | Title | Type |
|---|---|---|---|
| J025 | CHC42012 | Certificate IV in Employment Services | Qualification |
| J518 | BSB41013 | Certificate IV in Human Resources | Qualification |