‘Winning at Customer Development’ Workshop Thursday 18 June 2015

29 June 2015

‘Winning at Customer Development’ Workshop Thursday 18 June 2015

‘Turned sales on its head’ was the view of the ‘Winning at Customer Development’ Workshop on Thursday 18 June 2015

Supported and sponsored by the Thames Valley Berkshire Business Growth Hub and Santander, the Henley Centre for Entrepreneurship delivered the ‘Winning at Customer Development’ Workshop at the Henley Business School on Thursday 2015.

This was the third time the workshop was held and again it was fully subscribed. The workshop ran for the full day brought together a wide range of SMEs to raise their understanding of selling, provide techniques of ‘how to sell’ and explain the selling process from prospecting to pitching to overcoming objections and closing a sale. A highlight of the workshop was the session on ‘Winning and developing customers through e-competencies’; as companies digital and employ digital technologies e-competencies are required and provide a source of competitive advantage. 

The workshop included a range of practical exercises delivered by Jurek Sikorski, Entrepreneur and Business Development Lead and Stuart Morris, Entrepreneur and Lecturer in Entrepreneurship and Dr. Maks Belitski, Lecturer in Entrepreneurship at the Henley Centre for Entrepreneurship, Henley Business School. 

John Williams, Head of the Breakthrough Programme and Director at Santander commented The workshop brought the customer centre stage and suggested that SMEs think about ‘Customer Development’ rather than ‘Business Development’        

SMEs posted lots of positive comments in their feedback on the workshop:

‘Interesting to turn saleson its head and to think more about helping customers to buy’ Mark Neild MD at Agileering

‘Fantastic’ James Ansfield CEO at James Ansfield Ltd

‘A really good and challenging event which went further than I expected’ Simon Hickman MD at Access Underwriting

‘Extremely insightful and interesting, learnt more than I expected’ Sam Green Consultant at Accession Healthcare

The UoR is committed to working with the SME community in the Thames Valley Region for mutual benefit.  

Contact and Notes:


Jurek Sikorski

Business Development Lead & Executive in Residence, Henley Centre for Entrepreneurship

Henley Centre for Entrepreneurship

Henley Centre for Entrepreneurship is part of Henley Business School at the University of Reading which provides a hub for teaching and research in the subject, inspiring students from across the University to embrace, develop and apply their entrepreneurial abilities.

E: jurek.sikorski@henley.ac.uk

W: /research/research-centres/henley-centre-for-entrepreneurship/


Ed Cooper

Director, Thames Valley Berkshire Business Growth Hub

Thames Valley Berkshire Business Growth Hub The Growth Hub offers a new way of working to Berkshire's high growth businesses. Backed

by Government, it provides a single gateway for ambitious businesses who are seeking the information, guidance, support, expertise, finance, knowledge and experience they need to scale up and grow, boost performance and find new ways of working.




Cheryl Adams

Regional Corporate Director

Santander Bank UK

Santander Bank UK is the wholly owned subsidiary of the Santander Group, a Spanish bank providing full retail banking services.

E: cheryl.adams@santander.co.uk


Contact Image

Contact Us

For more information please contact Alex Baker by email at a.j.baker@henley.ac.uk or by phone on 0118 3788691.