HETV Developing effective client relationships and negotiating skills in post-production

Whatever the challenges post-production teams are facing – significant workloads, working virtually, in hybrid teams or with clients WFH, this highly-regarded course provides post-production teams with practical ideas and insights they can use in developing effective client relationship and negotiating skills both now and in the future.

Each course consists of the online session, a one-to-one mentor session and a follow-up group review session to really support you in putting new approaches and ideas into practice.   

The course is rooted in the day-to-day realities of working in post-production, the demands of clients and current challenges. You will come away with key ideas, tips, resources and, above all, increased confidence in the way you develop effective relationships and handle challenging situations and negotiations.

This programme is supported by the ScreenSkills High-end TV Skills Fund with contributions from UK high-end TV productions

Who it's for

This course is for those already working as post producers, post-production managers, post-production coordinators and related roles. The course is open to those working in facilities companies that service high-end TV.

Places are limited; no more than two people from any one company per course please.

We always welcome applications from under-represented groups, including, but not limited to: those from Black, Asian and minority ethnic backgrounds; people with a disability; people from the LGBTQ+ community and those from lower socio-economic backgrounds.

We offer inclusive training. If you have any needs which we can accommodate during the recruitment process and beyond, please let us know and we will be happy to work with you to meet them.

What it covers

The course consists of the online session, a one-to-one mentor session and a follow-up group review session to really support you in putting new approaches and ideas into practice.   

Subjects to be covered include:  

• Fundamentals of building long term, profitable client relationships
• Understanding your role as problem solvers and experts      
• Appreciating your expertise; putting a price on how you add value
• Clarity and challenges in project scoping
• Explaining your thinking: the value of ‘why?’
• Understanding your internal and external client’s POV: the pains / gains spectrum   
• What clients really want: top tips for developing effective relationships
• Understanding the value and purpose of different forms of communication in a remote and hybrid working world: online, ’phone, email
• Negotiating for a win-win; identifying your negotiating style
• Building rapport – the key skill for any negotiation
• Preparation – identifying your BPO (Best Possible Outcome) and Plan B
• The essential skills: active listening, asking open questions and paraphrasing to check understanding
• Identifying suitable trade-offs
• Helpful phrases and questions – what to say and what NOT to say
• Identifying the red flags – when to seek support
• Your take-aways: summarising what you have learned and what you intend to put into practice as a result of the training

Comments from previous participants 

“It was an excellent course and I wish I’d had the opportunity to have this sort of training at the start of my career.”  

“This course really helped me to reassess how I think about my client relationships, and how to think more carefully, rather than just being reactive.”

“I would highly recommend this course. I feel very supported by ScreenSkills because of this course and the follow up mentor calls.”

“The course is interactive and makes you reflect on the way you work – the tips were also super-helpful.” 

How to apply

There will be a choice of online two courses for this programme on the following dates:

Course 1 - Wednesday 18 January, 2023,  09:30-14:00 (includes 20 min break and mini-breaks) 
Course 2 - Thursday 2 February, 2023, 09:30-14:00  (includes 20 min break and mini-breaks)

Please click 'apply now' on the relevant date to apply for your place.

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