Overview

On this workshop, delegates will be encouraged to invest in client growth and retention.  It is based on the marketing premise that it is more efficient to sell more to existing clients than solely searching for new clients. 

Level

The course is designed for account managers and account directors who wish to integrate account handling and business development.  The style is participative with a focus on delegates’ professional experience, and discussion of real-life scenarios.

Content

• Marketing services and positioning the consultancy
• Moving from agent to counsellor, from process to impact
• Keep selling: publicise success and re-present credentials
• Networking with and within the client and the consultancy
• Monitoring the health of the relationship
• Being human: make it fun and refresh the relationship
• Being positive: providing solutions, not making problems
• Engaging with the client’s business, not simply handling the account
• Coming up with new ideas – without being asked

Outcomes

Delegates who complete this course will be able to establish a strategy for developing existing clients as a source of new business.  It can contribute to the development of the consultancy’s new business strategy.

Linkages: this course links alongside Winning New Business
Maximum number of delegates: 12
Delivery: half-day workshop