Client Relationship Management

How to Manage Client Relationships

Designed to help participants explore the importance of client focus, this course places particular emphasis on methods for maintaining and developing client relationships to increase profitability and retention, whilst identifying barriers to service excellence and how they can be overcome

Influencing to Get Results

In the modern workplace, individual success increasingly depends upon the ability to secure the support and co-operation of others in matters over which we often have no direct authority or control. Using the Myers Briggs Type Indicator(MBTI), this course explores the components of influence and persuasion, enabling participants to develop the skills and techniques to exert positive influence to achieve their goals.

Managing Difficult People & Situations

This practical and interactive workshop is designed to help participants increase their personal effectiveness in handling difficult situations at work, particularly when faced with apparently unreasonable behaviour.

Content is tailored to address specific issues raised by participants in respect of people and situations they find personally difficult to handle, to enable them to achieve satisfactory outcomes and build stronger working relationships.

Client Meetings

Whether it’s a new or prospective client, or someone you’d normally deal with by email or phone, a face-to-face meeting can be a little unnerving. Designed for those who recognise the importance of structuring their meetings with clients to achieve better results, this course enables participants to prepare more effectively, adopting a simple but flexible structure, and identify the key skills they’ll need to develop to get the most from their client meetings.

Delivering Proactive Client Service

Satisfied clients are a valuable commodity – they not only bring you business directly, but can also act as advocates, building your reputation and attracting new clients. But clients are becoming increasingly sophisticated, demanding more and better service – how can we keep them satisfied? This intensive one-day workshop explores the key skills involved in delivering proactive client care, enabling participants to anticipate and satisfy needs to build client loyalty.

Client Relationships by Phone and Email

While no one can deny the speed and efficiency made possible by electronic forms of communication, all too often it results in disaffected clients suffering from depersonalised communication. However, used correctly, phone and email technology can be used to strengthen client relationships – and this course explores, in practical terms, how it can be achieved?

Clients: What Makes Them Tick?

In an increasingly competitive service environment, everyone claims client satisfaction is their top priority. But how can you satisfy clients, if you don’t fully understand their motivations and concerns. This course represents a unique opportunity to explore client psychology – from how they take in information to how they make decisions – and how to use this information to grow your business.

Negotiating More Profitably with Clients

In an increasingly competitive industry, the ability to negotiate and enhance profitability has become a critical business development and relationship management skill. This course highlights the integral nature of negotiation to preserving and increasing profitability whilst developing and strengthening long-term client relationships, and provides a flexible framework to enable participants to prepare and negotiate effectively with current and prospective clients and intermediaries.

Relationship Selling to HNWIs & Corporate Clients

A finite and increasingly competitive marketplace necessitates that we intensively cultivate each client’s business to enhance the profitability fo the relationship – and it’s particularly crucial when selling to high net worth individuals (HNWIs) and corporates. Designed to enable participants to develop and refine techniques to identify and address their clients’ needs – not only to win new business, but also to increase the the range of business completed with existing clients.

Sales Skills for Relationship Managers

A finite and increasingly competitive marketplace necessitates that we intensively cultivate each client’s business – increasing the range of business transacted in order to enhance the profitability of the relationship. Designed to enable delegates with regular client contact to develop the skills and confidence necessary to extend the range of business completed with existing clients, this course adopts a practical and pro-active approach to client relationships.