Delivering projects well is the first step in developing further opportunities, but it’s not enough. We need to be proactive in building relationships, understanding our clients and their objectives, and positioning ourselves as trusted advisers.
Course overview
Adapted from our popular ‘Selling Skills’ training, this course is focused on client retention and introduces the tools and skills required to strengthen and broaden client relationships. Participants will practice different tasks in role-play scenarios.
Who’s it for?
Anyone who has a responsibility for retaining and building upon existing client relationships, whether to uncover new opportunities or deliver existing projects.
Course format
Aimed at developing long-term client relationships, this is a a practical full day workshop ideally aimed at groups of 12 participants.
Outcomes
Participants will find they are in a better position to assess and build on client relationships. They will learn:
to recognise what works with different personality types
to develop loyalty
and to become a trusted advisor.
They will become more confident to progress face-to-face conversations that will lead to a greater number of business development opportunities.
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Account Management Training Designed for the Professional and Engineering Services
‘Selling’ can be a dirty word for some of our clients, but without the ability to sell we will struggle to be successful. Our sales training has been developed over years into an approach designed for our technically-minded clients. Courses include presentation and pitching, sales conversations and negotiation skills.
Bids & tenders
Learning how to write a winning bid is one of the most important business skills you can acquire. The layout, language and style you use may make the difference between a successful bid and one that comes close. See Courses
RETAIN
Client management
Existing clients pay your wages. Proactive client management ensures that you deliver services on time and on budget while meeting their expectations and nurturing a positive working relationship.
Client development
Delivering projects well is the first step in developing further opportunities, but it’s not enough. We need be proactive in building relationships, understanding our clients and their objectives, and positioning ourselves as trusted advisers.
Raising up leaders
Questas offers both one-to-one coaching and leadership training courses. This both embeds newly learned skills and establishes a culture of strong, skilled leadership. See Courses
CREATE
Reputation
According to research, your reputation – and that of your organisation – is the most important factor for clients when choosing who to consider for projects.
Relationships
People matter. It’s people (in most cases!) who make decisions. A strong network of relationships with clients, influencers and referrers will go a long way to helping you create opportunities for work. See Courses
