Get the skills and tools to deliver services that meet or exceed your client expectations, whilst nurturing existing and building new relationships. You can develop an understanding of your client that allows you, as the supplier, to help them achieve their objectives.
Course overview
This course is a practical implementation of developing Client Action Plans in ‘real business’ scenarios. You may review a number of clients in a similar sector, or take a deep dive into a single high-profile client or complex framework. Questas consultants will work with your team to apply proven methodology that will identify the ways you can help your client grow.
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 your firm’s most important clients.
Course format
This course can be delivered as a half-day face-to-face session or as a 3 hr virtual classroom.
Option 1 Work on a number of clients within the same sector or market space.
Option 2 ‘Deep Dive’ sessions focusing on a small number of clients (sometimes just one).
Option 3 ‘Deep Dive’ sessions focusing on how to develop clients operating with a framework.
With all the above it is recommended that sessions are attended by all internal stakeholders involved in developing the client.
Outcomes
This course will shine a spotlight on your client, understand their motivations and interests, and support you setting the objectives, plan and actions to help your client grow. The aim is to gain loyalty, uncover cross-selling opportunities and develop a long, mutually beneficial relationship with your firm’s best customers.
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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
