Key Client Management
Proactive client management ensures that you deliver services on time and on budget, whilst meeting expectations and nurturing a positive working relationship.
This course provides a comprehensive overview of client planning aimed at those new to the idea. It will help your team identify potential growth and strategic solutions that benefit both you and your clients.
This professional development will also be useful to protect relationships from competitors aiming to increase their ‘share of the pie’ at your expense.
Who’s it for?
Client-facing fee earners who are responsible for managing key accounts. Participants are quite likely not to be trained sales professionals, but technical experts who have been given the responsibility for developing and protecting the most important clients in the business. We often encourage a mix of people in the workshop in terms of both seniority and discipline.
Face to face: A one-day workshop designed for 12 people (more if second facilitator). Will look at developing key client plans, learning tools such as relationship mapping and share of client’s spend. We encourage client teams to attend together and to work on real clients so we can apply the theory there and then culminating in a well-honed plan of action.
Webinar: A 60 minute live or recorded webinar aimed at explaining the fundamentals of Key Client Management.
Live Virtual Classroom: A 2 hour workshop containing much of the elements of the face to face option above but condensed into a powerful, intense session where participants will be able to apply their learning to key clients immediately.
Participants will find an increased awareness of what needs to be done to achieve client retention and growth, leading to the increased profits of mutually beneficial client / supplier relationships. They will also be equipped with the skills and resources needed to implement a practical plan of action for their organisation to establish the best practice of Key Client Management culture.
“Gary and his team have both inspired us and provided us with the tools to manage and expand our key client base.”
Dr Alan Barr, Managing Director, RPS, Northern Ireland
“Having implemented the Questas ‘toolkit’ we are becoming more proactive, finding more opportunities and working together in a more effective way.”
Paul Tremble, UK Executive Director, WSP
How to make a job well done turn into more work.
Whilst it is vital to do a good job, it is not a replacement for sales. You and your team need to know how to spot opportunities and get around the table and discuss more and different projects. A great place to start is our online Cross Selling Course designed for technical people who are tasked with finding new work with existing clients.
It’s free and takes just 30 minutes!
How to appoach awkward conversations
How do you handle those conversations with clients or colleagues where you have to deliver bad news, or stop ‘scope creep’? It is never easy, but it can be handled professionally and maintain existing relationships. Our “Difficult Client Conversations” training course teaches techniques and gives tools to help make these tricky situations much easier for everyone.