In my upcoming LinkedIn newsletter series we’re doing a deep-dive into Client Management.
If you’re a technical expert in a professional services firm, chances are you weren’t taught how to manage clients. You were trained to deliver excellent work. But the real difference between being a great service provider and a trusted adviser? It lies in how you manage your clients.
Over the next few months, we’ll focus on the practical skills and behaviours that help you build stronger relationships, spot new opportunities, and confidently handle the inevitable bumps in the road – all without being “salesy”.
The six topics we’ll cover:
1. Managing client expectations from the start (or re-setting them mid-relationship) Clear expectations are the foundation of every strong client relationship. When they’re vague, misunderstood or left unspoken, problems follow. In this edition, we’ll explore how to set and manage expectations right from the start – and what to do if you’re already well into a relationship and things feel a little off-course. We’ll cover scoping, communication styles, boundary-setting, and how to renegotiate expectations when needed – without damaging trust.
2. Building stronger client relationships Clients don’t want just a supplier – they want a trusted advisor (I’m sure you’ve heard that over and over!). We’ll look at how to build genuine rapport, become more than just the person delivering a service, and show clients that you’re invested in their success. From curiosity and empathy to how (and when) to go deeper in conversations, we’ll help you make every interaction count.
3. Handling difficult client conversations Whether it’s delivering bad news, pushing back on a request, or addressing a misalignment – difficult conversations are part of every client relationship. But with the right mindset and approach, they can actually strengthen trust. This month, we’ll offer tools to help you approach these moments with clarity, confidence, and calm.
4. Leading client teams effectively It’s not just about managing the client – it’s about leading the internal team around them. Whether you’re the relationship lead or part of a delivery team, we’ll show you how to bring everyone together, coordinate effectively, and create a joined-up experience for the client. That means fewer surprises, more consistency, and better results.
5. Negotiating more confidently Negotiation doesn’t just happen at contract stage. It happens all the time – in scope discussions, pricing, timelines, and resourcing. We’ll share techniques to help you hold your ground, protect value, and reach win-win outcomes without damaging the relationship.
6. Spotting and pursuing cross-selling opportunities Many professionals shy away from introducing other services to a client, fearing it’ll sound too salesy or self-serving. But done well, cross-selling is about helping clients in more ways – and building a stronger, stickier relationship. We’ll show you how to identify real opportunities, make introductions naturally, and build internal confidence in the process.
Throughout this series you’ll realise that you don’t need to be a salesperson to create a loyal, and growing client base. But you do need to be intentional about how you manage your client relationships. That’s where trust is built, opportunities are found, and future work is won.
Each newsletter will give you simple, practical tips to apply right away – plus a challenge to reflect on or try out that week.
So a challenge for you before we dive into these topics…Think of your most important client. What’s one thing you assume they’re happy with, but haven’t checked in on lately?
Got a client challenge you’d like us to explore in a future edition? Drop me a message or leave a comment.
We are a business development consultancy which is passionate about helping our clients develop processes, skills and behaviours that will result in increased sales and improved margins. 
