Best Practices on Client Management

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Capability: Sales & Client Relationship

Skill: Customer experience & Relationship

Language: uk

Duration: 1/2 Day

Reference: VC028

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Program

Effective client management is crucial for companies. Clients typically buy solutions or advice. Therefore, it is crucial to manage the after-sale phase, as it is often a fruitful area in which new business opportunities arise for current and new clients. The quantity and quality of these opportunities greatly depend on the quality of client management. This class focuses on what happens after the deal is closed and the ability of KAMs to consistently build confidence and strengthen relationships.

By prioritising client satisfaction and building strong relationships, organisations can differentiate themselves in the marketplace and achieve sustainable growth.

01. Introduction

02. Engage, Renew, and Develop Existing Clients
  • Ensure a successful implementation of the client's acquisition
  • Follow up throughout the lifetime of the acquired solution
  • Build relationships Identifying and managing "touch points" on the client's journey/experience
  • Increase sales through upselling and cross-selling
  • Turn complaints and challenges into opportunities for improvement
  • Guarantee renewal at the end of the solution's lifetime
03. Attract New Clients
  • Building credibility with existing clients
  • Obtaining references to grow your reputation in the market
04. Hands-on

For Who?

  • KAMs in B2B
  • Salespersons engaged in complex sales
  • Individuals with functions in sales and/or client management within B2B organisations

Prerequisites

N/A

Objectives

  • Be able to promote client retention through lasting relationships, ongoing support, and engagement at key moments in the client lifecycle.
  • Understand how to maximise sales by identifying upselling and cross-selling opportunities at critical touchpoints.
  • Know the importance of building your credibility and attract new clients through referrals and testimonials from satisfied brand advocates.

Advantages

  • This training focuses on applying skills in workplace situations by combining the benefits of group training with individual activities for greater effectiveness.
  • By the end of the session, participants will design an action plan to implement strategies for strengthening their areas of growth and developing key skills.
  • This live class is eligible for 3.5 PDUs in the Power Skills area, to maintain PMP® or PgMP® certification.