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KEY ACCOUNT MANAGEMENT
Duration 2 days -12 hrs CPD
How often do you meet your clients in between transactions? Are you fully exploiting all the opportunities that exist beyond the current matter?
It costs 5 times less to get business from existing clients than it does to find new clients. This workshop concentrates on creating an action plan for each key client to fully exploit the opportunities to win more
work:
- Why cross selling is important
- Reviewing the client list
- Identifying the greatest opportunity for further work
- Developing an individual client account development strategy
- Creating a cross selling team
- Allocating responsibility and developing personal action plans
- Using a client contact database to monitor and manage client relationships
- Undertaking a client review meeting
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