From Prospecting to Client Acquisition: An Apprentice Business Manager at IT Link

As part of his apprenticeship at IT Link as a Business Manager, Duncan reflects on an experience marked by discovering technology consulting, progressively developing his skills, and managing projects from start to finish.

Between client relations, negotiation, and recruitment, he shares his journey and the key moments that shaped his development.

What did you discover when you joined IT Link?

Upon my arrival, I discovered the technology consulting sector and its complexity. It's an environment that is both demanding and stimulating, where the Business Manager must constantly juggle technical understanding to meet client needs and human understanding to meet consultants' expectations.

I also discovered IT Link's culture, characterized by close support, a genuine culture of sharing, and progressive autonomy that fosters growth.

Which assignment helped you progress the most?

The assignment that helped me progress the most was undoubtedly the complete cycle of responding to a client need, including negotiation with procurement and the recruitment of a Linker.

Prospecting and client meetings taught me how to structure my sales pitch and ask the right questions to understand a technical challenge.

Negotiating with the procurement teams was a true growth accelerator. I had to learn to defend our margins, articulate the added value of our Linkers when dealing with experienced buyers, and master contractual and financial aspects.

Participating in recruitment and monitoring consultants allowed me to develop an active listening approach to better align the right project with the right personality.

It was this "360" role, from prospecting to final contract signing with procurement, that truly helped me reach a new level.

How would you describe your day-to-day now?

A Business Manager's days are never the same: we go from a commercial negotiation in the morning to a recruitment interview in the afternoon, then to a follow-up meeting with a Linker.

I learned to manage my priorities, handle stress, and most importantly, develop excellent interpersonal skills! 

Was there a pivotal moment in your journey?

The moment it truly clicked for me was during my first client meeting, conducted almost independently, followed by a first sales proposal that I presented by myself.

Seeing the client approve the proposal and, concurrently, successfully onboarding the consultant for the assignment gave me great satisfaction!

It was at that precise moment, by resolving a situation from start to finish, that I realized I was no longer just learning, but that I was providing genuine added value to the company! 

What advice would you give to a future apprentice Business Manager at IT Link?

Be curious and don't be afraid to fail! The role of a Business Manager requires resilience. You'll face rejections during prospecting and candidates withdrawing, but that's normal.

You need to ask senior managers questions and genuinely take an interest in IT Link's technologies and the consultants' roles.

The more curious you are, the more credible you become, and the faster you gain independence!

‍

Want to have a similar experience? Discover our apprenticeship opportunities.