SITXMGT002 ESTABLISH AND CONDUCT BUSSINESS RELATIONSHIPS.

The task: Prepare a case study that illustrates how people establish and conduct business relations.

1. Case study:

Sam has been working at the restaurant for last six months as a supervisor. During that time, he has
developed a great working relationship with the chef Luke. Luke has been working with the company
for last 8 years and in a favourable position to talk and influence owners and the manager on business
in operational matters.

Over the past few months Sam has noticed that the business has been slowing down. He has a great
idea how he can market the business through an updated seasonal menu and the introduction of
utilising some Home deliveries Platform such as Menu Log or Uber Eat that the restaurant has never
undertaken before. He could not take this idea directly to the owner or the Manager. However, he
feels more comfortable sharing and discussing his idea with Luke who thinks it’s great. Luke has
suggested that he will take Sam for the next Management meeting where he can present this idea
directly to the Manager and the owners.

Case study 1.- Build business Relationships:

In this case study you must show how the person or organisation:

 Establish relationships within appropriate cultural context.

 Builds trust and respect in business relationships through use of effective communication
skills and techniques.
 Proactively identifies and takes up opportunities to maintain regular contact with the
customers and suppliers.

Case Study 2. - Conduct negotiations

In this case study you must show how the person or organisation:

 Conducts negotiations in a professional manner in the relevant cultural context.

 Conducts negotiations in the context of current organisation goals.
 Maximises benefits for all parties through use of established negotiation techniques and in
the context of establishing long term relationship.
 Incorporates feedback and input from colleagues into negotiation where appropriate.
 Communicates results of negotiations to appropriate colleagues within the appropriate
timeframe.
Case study 3. - Make formal business agreements.

In this case study you must show how the person or organisation:

 Confirm agreement in writing according to organisational requirements using formal

contracts where appropriate.
 Obtain approval for all aspects of formal agreement according to organisational procedures.
 Sources, evaluates and act on the need for specialist advice as required.

Case study 4.- Foster and Maintain business relationships.

In this case study you must show how the person or organisation:

 Proactively seeks, review and act upon information needed to maintain sounds business
relationships.
 Honour agreements within scope of individual responsibility, complying with agreed terms.
