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Savage Communications

CLIENT RELATIONSHIPS

Monday 10 July 2023
09.30-
17.00

Venue tbc

WE ARE LIVE IN

IMPORTANT

There is some pre-work to complete

by the deadline.

ABOUT THE TRAINING

Hi everyone,

I'm looking forward to seeing you for Client Relationships training.

This thought-provoking workshop provides the advanced communication skills to be able to influence senior clients. You will have the confidence to gain buy-in and impact important business decisions. You will learn how to establish trusted advisor status, driving conversations and dealing with challenging situations, confidently and assertively. You will gain valuable techniques for forging strong working relationships with different types of clients. It involves practical, problem-solving exercises that enable you to immediately put into practice what you have learned.

Module 1: Trusted Advisor Status

  • Recognise the value that you bring, positioning yourself as an equal 
    partner and confident expert

  • Learn about the components of trusted relationships and benchmark 
    your own trusted advisor status

  • Understand the trust equation and how to increase your score: 
    Credibility + Reliability
    Intimacy ÷ Self Orientation

  • Appreciate what it means to be a trusted advisor – positivity, challenge, 
    respect, expertise, drive, initiative, ownership

Module 2: Persuasive Communication

  • Communicate with gravitas and authority, whatever your seniority

  • Adopt a ‘value not cost’ mindset; sell the ‘why’ not the ‘what’ – ‘This is 
    the difference that we make’

  • Use persuasive, influencer language to grow accounts organically

  • Build an irrefutable business case using the NOSE model: 

  • Needs, Outcomes, Solutions, Evidence

  • Cross-sell the wider agency offer 

Module 3: Develop a Client Relationship Strategy

  • Get under the skin of your client, by identifying their needs, motivators 
    and common bugbears (empathy mapping and pain gain tools) 

  • Develop a client relationship strategy and build your profile with senior 
    stakeholders

  • Actively seek opportunities beyond the agreed scope

  • Understand the client’s world with advanced questioning skills and active 
    listening

  • Conduct regular client health checks: ‘What could we be doing better?’

Module 4: Day-to-Day Negotiations

  • Handle unreasonable requests, assertively 

  • Minimise scope creep, set boundaries and manage expectations

  • Identify the five negotiating levers and know when to apply them

  • Learn how to say ‘yes, if…’, rather than ‘no, because’

  • Reset bad habits

See you soon!

Amelia

PREPARATION

To get us in good shape for the training, please review the workshop overview and send your answer to (1) to Sarah by Tuesday 4 July.

  1. From the workshop overview, what are your objectives for the sessions?
     

  2. Please also have a think about:
    •    An important client that you would like to have a better relationship with 
    •    An idea or recommendation that you will need to propose to a client

Preparation

WHAT PEOPLE SAY

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BLAKENEY

COMMS DIRECTOR

A brilliant session - informative, informal and interactive and perfectly pitched to a large, mixed group.

Thank you, Amelia - your energy, expertise and experience over the last two days was invaluable.

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SKYPARLOUR

PR STRATEGY DIRECTOR

 I really enjoyed this course; it's made me evaluate how I position myself with my clients and how I can improve my client relationships. Amelia was knowledgeable, experienced in the field and really understood where we were coming from.

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CAPGEMINI

ACCOUNT MANAGER

Highly enjoyable, interactive and engaging course which made it easy to digest the content and put it into practice. Amelia was excellent!

 

ABOUT AMELIA BULLOCK-MUIR

Amelia is an outstanding trainer and performance coach, and a seasoned communications specialist. Passionate about her work, she brings dynamism, knowledge and transformative energy to every session.

 

She helps clients from PR, marketing and sales executives to the c-suite to perform more confidently, persuasively and effectively. Workshops topics include management and leadership, strategic communications, creative and persuasive writing, and presentation skills.

 

Amelia Bullock-Muir.png

Amelia is an accredited trainer for the Chartered Institute of Public Relations. Her other clients include Capgemini and the Financial Ombudsman Service, as well as many marketing agencies.

 

She is a psychology graduate, training to be an executive coach at Henley Business School, and a group exercise instructor with a keen interest in adopting a holistic approach to drive individual and organisational performance.  

 

Previously, she spent over a decade working for leading independent communications consultancies, providing strategic counsel and training. 

Since 2004, Savage Communications has delivered training to hundreds of organisations across the UK and globally. Here is a small flavour of some our clients.

CONSULTANCIES

CORPORATE CLIENTS

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