Higher Occupational Certificate: Information and Communication Technology: Business Development Consultant

Purpose

The purpose of this qualification is to prepare a learner to function as an Information and Communication Technology: Business Development Consultant.

An Information and Communication Technology (ICT) Business Development Consultant identifies and generates new ICT business opportunities to further improve market share; uses non-verbal communication cues as well as technical skills to gain an understanding of customers' ICT needs; promote goods and services to these customers; works closely with business domain experts and subject matter experts to close sales opportunities and facilitate implementation. ICT Business Development Consultants build relationships with experts, clients and partners in building market share. A competent learner shall demonstrate among others the following attributes: honesty, integrity, punctuality, business acumen, self-motivation, responsibility, accountability, interpersonal relations, ethical behaviour, well organised, self-confidence, etc.

A qualified learner will be able to

• Apply an understanding of technology and service offerings in the ICT space.
• Analyse and interpret trends in the ICT services environment in order to create new business.
• Establish and maintain customer relationships in the ICT industry.
• Sell and Market ICT products and services.
• Perform Sales Administration.

Rationale

The Information and Communication Technology (ICT): Business Development Consultant occupation has been serviced by an entry level Business Analysis Support qualification. It developed competencies to elicit, analyse and communicate Information and Communication Technology requirements for a business. It however fell short on the business development skills that are for entry level practitioners to enter the ICT sector. The Higher Occupational Certificate: ICT Business Development Consultant qualification has therefore expanded the scope to include market growth and sales.

The qualification will benefit society by providing for recognition of prior learning to those employed and have acquired knowledge and skills sets at a level of the qualification. Qualified learners shall gain access to a career pathway leading to Key Accounts Manager in ICT sector and other related industries.

The qualification will benefit the economy by creating a sustainable pipeline for rounded qualified entrants into ICT sector. In addition, it will contribute towards freelance work and self-employment, thus create jobs and grow the economy.

The typical learners for this qualification will be school leavers and existing ICT industry employees who wish to qualify or equip individuals wishing to reskill. Information and Communication Technology business development shall enhance economic competitiveness of South Africa to the global stage. The qualification was developed in collaboration with the Information Communication Technology sector.

Recognition of Prior Learning (RPL)

• Learners will gain access to the qualification through RPL for Access as provided for in the QCTO RPL Policy.

RPL for access is conducted by accredited education institution, skills development provider or workplace accredited to offer that specific qualification /part qualification.

• Learners who have acquired competencies of the modules of a qualification or part qualification will be credited for modules through RPL.

RPL for access to the external integrated summative assessment

Accredited providers and approved workplaces must apply the internal assessment criteria specified in the related curriculum document to establish and confirm prior learning. Accredited providers and workplaces must confirm prior learning by issuing a statement of result.

Entry Requirements

An NQF Level 4 qualification.

This qualification is made up of compulsory Knowledge, Practical Skills and Work Experience Modules

Knowledge Modules

• 243402-000-00-KM-01, The role of Information and Communication Technology in the Economy, NQF Level 5,

7 Credits.

• 243402-000-00-KM-02, Sales Research, Level 5, 9 Credits.
• 243402-000-00-KM-03, Stakeholder Relationships, Level 5, 6 Credits.
• 243402-000-00-KM-04, ICT Solution Marketing and Sales, Level 5, 18 Credits.
• 243402-000-00-KM-05, Sales Administration, Level 4, 6 Credits.

Total number of credits for Knowledge Modules: 46

Practical Skill Modules

• 243402-000-00-PM-01, Apply Knowledge of ICT in Economic Sectors, Level 5, 3 Credits.
• 243402-000-00-PM-02, Applying Sales Research Tools, Level 5, Credits 9.
• 243402-000-00-PM-03, Organisational Structure and Roles to Better Establish Relationships, Level 5, 4 Credits.
• 243402-000-00-PM-04, Applying the ICT Sales Cycle, Level 5, 18 Credits.
• 243402-000-00-PM-05, Applying Sales Administration, Level 5, 6 Credits.

Total number of credits for Practical Skills Modules: 40

Workplace Experience Modules

• 243402-000-00-WM-01, The ICT Market, Level 5, 9 Credits.
• 243402-000-00-WM-02, The ICT Regulatory Environment, Level 5, 5 Credits.
• 243402-000-00-WM-03, The Internal Organisation Structure, Processes and Roles, Level 5, 4 Credits.
• 243402-000-00-WM-04, The Sales Cycle, Level 5, 10 Credits.
• 243402-000-00-WM-05, The Organisation Administration system, Level 4, 6 Credits.

Total number of credits for Work Experience Modules: 34

1. Analyse, assess and evaluate the ICT needs within an economic sector.
2. Apply change drivers (trends, challenges and legislation) to identify new ICT business development opportunities.
3. Apply product knowledge and professional conduct to manage relationships with customers.
4. Conduct phases of the ICT sales process.
5. Develop and communicate report on sales.

Associated Assessment Criteria for Exit Level Outcome 1

ELO1: Analyse, assess and evaluate the ICT needs within an economic sector.

• Explain and discuss the economic sector, its services and products.
• Research technologies in the economic sector and use credible reference sources.
• Analyse and explain the impact of 4IR (advantages and disadvantages) on the sector.

Associated Assessment Criteria for Exit Level Outcome 2

ELO2: Apply change drivers (trends, challenges and legislation) to identify new ICT business development opportunities.

• Analyse Internal Strengths, Weaknesses, Opportunities and Threats (SWOT) for the client-company.
• Conduct External Political, Economic, Social, Technological, Legal and Environmental (PESTLE) analysis for the economic subsector.
• Identify the ICT business development opportunities in the sector based on the SWOT and PESTLE analysis.

Associated Assessment Criteria for Exit Level Outcome 3

ELO3: Apply product knowledge and professional conduct to manage relationships with customers.

• Develop, update and implement customer engagement frameworks.
• Develop a communication matrix for engaging with stakeholders at different levels, using appropriate platforms or communication mechanisms.
• Apply company code of conduct and professional business practice to the client engagement process.

Associated Assessment Criteria for Exit Level Outcome 4

ELO4: Conduct phases of the ICT sales process.

• Use appropriate marketing tools to find new business opportunities and justified marketing mix.
• Explain and apply the critical steps in the process to finalise an ICT sale.
• Develop a costing sheet based on company offerings.
• Create draft proposal displaying creative, analytical and problem-solving skills.
• Prepare and deliver presentations appropriate to the target audience.

Associated Assessment Criteria for Exit Level Outcome 5

ELO5: Develop and communicate report on sales.

• Identify, explain and apply business tools used to capture and organise required sales information.
• Collate and analyse sales information.
• Generate and present a sales report.
• Identify, discuss, analyse and compare different documents generated from the procurement process.

INTEGRATED ASSESSMENT

Integrated formative assessment.

The skills development provider will use the curriculum to guide them on the stipulated internal assessment criteria and weighting. They will also apply the scope of practical skills and applied knowledge as stipulated by the internal assessment criteria. This formative assessment together with work experience leads to entrance in the integrated external summative assessment.

Integrated summative assessment.

An external integrated summative assessment, conducted through the relevant QCTO Assessment Quality Partner is required for the issuing of this qualification. The external integrated summative assessment will focus on the exit level outcomes and associated assessment criteria.

The external summative assessment will be conducted through an evaluation of practical tasks and theoretical questions at an assessment centre accredited by the QCTO and conducted by an assessor registered by the AQP. The assessment will take place over a minimum of one (1) day.

Qualifying for external assessment

To qualify for an external assessment, learners must provide proof of completion of all required modules by means of a statement of results and statement of work experience as well as proof of successful completion of all the subjects and modules or alternative qualifications where applicable.