Client Relationship Management

Getting new business and developing existing clients is a topical issue for relationship managers. Many wonder how they can be more proactive with managing new and existing client relationships. There is a concern for some that they will end up sounding like ‘a second hand car salesman’.

Opportunities are missed.

This module is designed to:

• explain client relationship management in its widest perspective and the role relationship managers can play in getting more business
• provide relationship managers with a number of practical tools which will help them with formal and informal situations.

Typical content

• Client Relationship Management in perspective.
• The client development cycle and the role of the relationship manager in hunting and farming.
• Creating the right impression and what it takes.
• Rebidding and client presentations, the difference between the best and the majority.
• Identifying and connecting with  unstated client needs.
• Effective and less effective behaviours in meetings.
• Understanding different types of person and how they make decisions.
• Closing techniques and their planning.
• Client strategy meetings.
• Client entertaining and social contacts.