Key Client Management Questas face to face classroom training icon Webinar Live virtual classroom

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

Questas face to face classroom training iconFace 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.

WebinarWebinar: A 60 minute live or recorded webinar aimed at explaining the fundamentals of Key Client Management.

Live virtual classroomLive 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.

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

One-page course overview

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.

Drop us a line

From our blog

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It’s free and takes just 30 minutes!

Start here

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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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