Client Relationships
Designed to help consultants to retain and grow business, this session provides valuable techniques for achieving successful working relationships with different types of client. It involves practical, problem-solving exercises that enable participants to put into practice what they have learned immediately.
- Valuing good relationships
- Understanding different client personalities and what makes them tick
- Understanding the needs and motivation of members of the client decision making unit
- Spotting primary sources of client dissatisfaction and knowing how to avoid them
- Managing disgruntled clients
- Selling and negotiating
- Juggling clients: time management, prioritising and communication
- Adding value without over-servicing
- Pushing back and saying no
- Laying the foundations with effective systems and processes