Objectives

Key clients are those that are particularly important to the firm because of the level of fees generated, their size or their strategic significance. Managing these clients proactively is essential to prevent the risk of losing them and thus ensure the continuing success of the firm.

To analyse the client base and identify which clients are key to your firm’s success. To recognise the need to retain key clients as the foundation for future development. To introduce the concepts, methodologies, tools and techniques for planning and implementing a key client strategy.

Content

  • Focussing on critical clients
  • Defining and selecting critical clients * - cost/benefit
  • Planning a critical client strategy
  • Developing relationships over the long-term
  • Managing and selling to complex organisations
  • Networking within your client organisation
  • Understanding and managing the decision-making process
  • From relationship to partnership
  • Implementing a critical client strategy

How To Book

Please contact your Learning & Development Manager if you are interested in this course.