Developing Profitable Relations

All Products, Developing Profitable Relationships

Managing meetings with existing clients

Most senior professionals will tell you that it easier to win more work from existing clients than it is to win new work from new clients.

£25

All Products, Developing Profitable Relationships

Ways to make your contacts look good in their organisation

Course • 4 lessons

What do you do at present to make your contact ‘look good’? Think hard about your contact’s situation Take action

£25

All Products, Developing Profitable Relationships

How to cross-sell a colleagues expertise to a client

Course • 5 lessons

It makes commercial sense to win more business from existing clients, rather than constantly pursue new ones. However, busy professionals often miss opportunities to introduce a colleague’s expertise to a client.

£25

All Products, Developing Profitable Relationships

Writing effective meeting follow ups

Course • 5 lessons

As a follow up to an informal discussion, a structured presentation or a progress meeting with a contact, writing an effective follow up note can position you for new work.

£25

All Products, Developing Profitable Relationships

How do you add value to your contacts

Course • 5 lessons

In the recent economic downturn, many businesses and organisations lean more on their advisers for guidance on how best to cope with the current business situation.

£25

All Products, Developing Profitable Relationships

Developing client relationships

Course • 5 lessons

Often the key to our business growth lies in our existing client portfolio. Many surveys quote that the energy, time and financial cost of winning business from existing clients is significantly greater than winning new clients.

Free

All Products, Developing Profitable Relationships

Key client management ‘best practice’

Course • 5 lessons

Satisfied key clients are at the heart of many a professional services firm’s success. Satisfaction isn’t, however, something that can be left to chance. It needs to be carefully managed.

£25

All Products, Developing Profitable Relationships

Maintaining contact in between deals and pieces of work

Course • 5 lessons

This module highlights ways in which you can maintain appropriate and relevant contact with a client and give you tips on how to develop a structured approach to keep you and your firm in their mind.

£25

All Products, Developing Profitable Relationships

Client management tips

Course • 5 lessons

Investing time in managing the client relationship often means the difference between retaining or losing the client. It is far easier winning more work from existing clients that it is to generate revenues from new ones.

£25

All Products, Developing Profitable Relationships

Managing the long distance relationship

Course • 5 lessons

To build client loyalty we have to work hard to manage each client relationship. Although face-to-face contact may be more difficult, there are several other activities professionals can use to communicate successfully.

£25

All Products, Developing Profitable Relationships

Increasing the volume of cross-selling referrals you get

Course • 5 lessons

If you are disappointed with the volume of cross-selling referrals colleagues pass your way, it’s likely that they don’t fully understand what it is you do or how you could help their clients.

£25

All Products, Developing Profitable Relationships

Conducting a post project review with the client

Course • 4 lessons

Assessing ‘how did we do’ with client contacts after every major assignment is now becoming the ‘norm’ for best practice professional firms. But what questions do you ask to generate answers you and your team can learn from?

£25

All Products, Developing Profitable Relationships

What you should know about your client

Course • 5 lessons

In order to retain a client relationship, build loyalty and ultimately win more work from them now and in the future, firms need to understand each client organisation.

Free

All Products, Developing Profitable Relationships

Creating a cross-selling plan

Course • 4 lessons

Cross-selling should certainly not aim to push clients into anything. Instead cross-selling should focus on generating more value and giving further help to clients to enable them achieve whatever it is they want.

£25