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.
From our blog
Working together for better Key Account Management
Chris Founds and Gary Williams look at harnessing the power of collaboration to achieve successful Key Account Management.
Download our Free Guide
Account Management Training Designed for the Professional and Engineering Services
“We all very much enjoyed the session and I have already put it into use!”
Principal, Momentum Transport Planning
