Category - Client relationship management

Many professionals find it difficult to keep in touch with clients without a deal, assignment or instruction on the go (and with numerous active clients to keep happy). But by failing to keep in touch, you can miss opportunities or (worse still) lead the client to believe you don’t care – prompting them to canvass a competing firm’s advice.

In this free 45-minute webinar, we will explore quick and simple ways to…

With the dawning of a new year, January is a good time for professionals to plan their business development approach for the months ahead. At the same time, many are keen to get going on BD activities before the general ‘busyness’ of daily work takes hold.

In this free webinar, we will explore both BD planning considerations for the year ahead, and also quick-wins you can pursue now to get your 2024…

With the cost of bidding for work increasing and procurement teams making bid processes more complex, what could you do differently (or better) in 2023 to increase your win rate?

In our work advising on live pitches, we see teams continue to lose opportunities they could have won because they failed to implement five simple and effective techniques.

Join us for a complimentary webinar

We are therefore delighted to invite you to…

With the easing of lock-down restrictions and more professionals returning to the office, many are looking to resume face-to-face contact with clients and contacts.

The business landscape, however, is very different to what it was before the pandemic. While some businesses continue to work remotely; others are adopting a hybrid approach which blends remote and on-site working.

Most professionals recognise that strong business relationships are built on in-person interactions and are keen to…

As a result of recent years’ events, virtual communications platforms such as Zoom and MS Teams have helped many organisations to reshape their working practices.

There has also been a recognition of the benefits that being ‘on-site’ with colleagues can have on an individual’s wellbeing and effectiveness.

Subsequently, and as many countries ease their restrictions in response to the pandemic, organisations are now planning for and adopting a hybrid approach. This is one…

A professional’s network can be a major source of work opportunities and referrals – and it makes great commercial sense to aim to attract work from those who know and respect you. The opportunities they bring are often easier and less time intensive to convert and are often less fee-sensitive too. What’s not to like about all that?

In reality, though, many professionals are disappointed by the volume and quality of referrals…

The current global situation and the need for remote working has led many of us to rethink how we manage our client and contact relationships and work.

Now more than ever, your clients and contacts need advice, and support to navigate their way through challenging and unchartered circumstances.

In this article we have shared ways we’ve been discussing with professional services clients to help them maintain and strengthen their working relationships remotely, and in…

Added value is always in the eye of the beholder – what’s valuable to one contact or organisation might not be valuable to another.

Typical ‘added value’ approaches used by firms, such as bulletins, training and even secondments have now become commonplace with clients expecting them as part of the standard service. In some cases, added value originally designed to foster greater goodwill and client loyalty has been reduced to commodity status.

At…

Spotting opportunities in business A key skill of a client-focused professional is the ability to spot opportunities to further support a client – or target client – and then gain the decision-maker’s commitment to work with them.

In this article we focus on some of the skills for spotting new work opportunities in your client base. We have also shared techniques to help you convert those opportunities into business, without the need for you…

Strengthening overseas client relationships As international business becomes an increasingly strong revenue stream of many firms, some professionals find they now need to manage relationships with clients who are not in the same country or continent.

Just because you are miles away from a client doesn’t mean you can’t build a really valuable long-term relationship with them. To be successful though, and retain and develop the long distance client relationship, a different approach…

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Client relationship management

Webinar: Simple ways to keep in touch with clients when you’re busy

Webinar: Quick-wins to get your 2024 business development off to a strong start

Webinar: Five tried and tested bid techniques to help you win more work in 2023

Join us for a complimentary webinar

Webinar: Resuming face-to-face contact with clients and contacts

Keeping in touch in the hybrid business world

Webinar: Making the most of your referral relationships

Strengthening contact relationships ‘remotely’

Adding relevant value

Spotting and converting new business opportunities with your client

Strengthening your overseas client relationships