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Chartered Insurance Institute
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Business development through relationships - one day course


Business development in the modern world takes place through many channels, not just through dedicated salespeople. Services are bought through effective business relationships and great customer service, just as much as by professional selling.

To make this happen, people need the knowledge and confidence to make the right offers to the right people at the right time. For insurance brokers, they also need to ensure they have offered potential solutions for the risks faced by their clients.


  • Building a relationship through care and interest in your client 
  • Developing the relationship to gain a deeper understanding of your client's needs and requirements
  • How offering a better service should generate more opportunities
  • Saving non-productive time to create quality time for your client
  • Managing the conversation to keep it focussed
  • Discussing products and services you're not an expert in
  • Asking the important questions at the right time
  • Generating leads for potential new business
  • Ensuring that something happens with those leads
  • Increasing renewal retention by a year-round relationship
  • Asking for referrals and business opportunities without embarrassment. 

Learning outcomes

At the end of the course you will be able to:

  • Build more effective relationships with clients
  • Gain greater insights into client needs
  • Explore opportunities for new business
  • Help retain current business. 

Who should attend?

This interactive course is designed for those who have regular contact with clients and have the ability to help channel new business without becoming a salesperson. It is suitable for people with no business development training who would like to do more for new and existing clients.

CPD hours

Attendance of this course awards up to 6 CPD hours where you consider it relevant to your professional development needs.

Book online

London venues sold out!

Scheduled London dates for this course have now sold out, please keep checking the website for updates to availability. Dates are added subject to demand and can also be run in-house for corporate clients.