RETAIN / Client development

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.

Developing client plans

Who’s it for?

Client account managers and key individuals on the delivery team. Those responsible for and involved in winning work and delivering services to the firm’s most important clients.

Content overview

Defining key client management
Developing a relationship map
Decision-making processes
Understanding the client’s drivers
Horizon thinking and positioning
Becoming the Trusted Advisor
Cross-selling
Agreeing objectives and actions

Course format

This course can be run in a number of ways to suit the client: Option 1: Overview of client planning aimed at those new to the ideas. Option 2: Working on a number of clients within the same sector or market space, and bringing interested parties to the table to develop these plans. Option 3: ‘Deep Dive’ sessions focusing on a small number (sometimes just one) of clients where we facilitate a workshop with all internal stakeholders.

Outcomes

Client planning is essential to enable us to drive loyalty, uncover cross-selling opportunities and develop a long, mutually beneficial relationship with the firm’s best customers. Register Your Interest