Keeping Your Relationships on Track Course
Availability: In-Company
Why attend?
How strong are the relationships you have with your clients? What feedback do you get from your customers? The strength of your relationships can make a huge difference to getting new business referrals, to growing the size of client projects, to ensuring projects run smoothly. You can waste a lot of time working on all three areas without the help of those you work with.
This practical and business focused course enables you to get greater clarity on what your customers want and what they value about their relationship with you.
Who is it for?
This course is for people with some experience in a Relationship/Account Manager or Business Development role who want new insights and techniques in building stronger relationships to develop new business, and balancing expectations with multiple accounts.
What you will learn
Why bother?
- The market – what clients want, what the competition is pitching
- What gets in the way of maximising relationship value
- Ensuring internal and external relationships are given the time and energy they deserve
Voice of the client
- Review of a customer feedback report based on a survey of how your customers view their relationship with you
- Using the data to strengthen the relationship
- Best practice on building client advocates
Personal Style
- How personal style and behaviours impact relationships
- Diagnosing customer preferences
- Adapting behaviours and language so others feel recognised
Dealing with Client Concerns
- Clarifying needs and managing expectations
- Contracting ways of working
- Negotiating win-win solutions which value the relationship where ethical or value-based conflicts occur
Building relationships through networking
- Network review using a netmap tool
- Six degrees of separation
- Using networks to solve problems and get tasks done
- Creating a positive impact to open new doors
Creating a client relationship strategy
- Review of relationships with current accounts
- Assessing relationship and client value
- Developing a strategy and turning this into action
Benefits to you and your organisation
- Deepen your understanding of how your clients perceive you
- Create a strategy to build even stronger relationships with your customers
- Build rapport quickly by adapting to meet others’ needs
- Handle demanding clients and mutually agree the best solution
- Take away techniques to enable you to network more effectively
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