Do your clients see you as a true business partner or just a supplier?
Are you confident you are accessing all business opportunities within your key clients?
Do you win business from your competition or do they win it from you?

Developing business from new clients takes 6 times as much effort as winning business from existing clients, so it pays to focus on the opportunities you have at hand. 

Aim

The aim of this module is to provide delegates with a framework for developing their clients further and ideas for maximising business opportunities within them.

Objectives

During this module participants will have the opportunity to…

• consider what makes long term business development different to a one off sale

• identify the key stages in client relationship management and the potential pitfalls at each stage
• consider what they need to know about their client in order to build a long term relationship
• assess their own current levels of knowledge and identify how to close the gaps
• consider how to work in partnership with a client to meet their needs
• identify what the strengths and weaknesses of the competition are
• consider how to set effective objectives for building the business
• identify how to build an action plan to reach those account objectives
• discuss how to measure the effectiveness of their account management