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.

Course overview

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.

Course format

A one day workshop designed for up to 12 people.


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.

Content Outline

  • Planning and preparing for client meetings
  • Understanding the client
  • Exploring the client’s world – developing a differentiator
  • Planning, structuring and managing business development meetings
  • Practicing sales meetings and building relationships
  • Delivering a compelling proposition
Questas Quote Marks Circle

“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

Questas Quote Marks Circle

“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

Interested in this course?

Email or click the button below to get in touch.

Questas is based in London, and travels internationally to deliver training.

If desired we can help you design and/or organise your own training courses tailored to your team.

Register Your Interest

From our blog

The top five factors to successful key account management

Developing and implementing successful key account management programmes takes time and commitment. Gillian Sutherland provides advice on the steps you can take to ensure your investment of money and effort pays off.

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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!

Start here

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.

Free consultation

Have questions for us? Get your team started today and gain a new competitive advantage.


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