2 things to know about your client blog postThe summer holiday season often gives professionals some quieter time to review how their client relationships are developing.

During busy times much attention is diverted to tasks and projects at hand.  Whilst it’s important to deliver as promised, if a professional doesn’t adopt a wider outlook they may miss valuable insight or potential opportunities for client work in the long term.

To build trust with a…

Often the key to a firm’s business growth lies in their current client portfolio. Work stemming from existing clients often offers greater profitability through a lower cost of sale and shorter learning curve for the firm’s team.

To check you are effectively managing your client relationships and developing opportunities, it’s good to periodically review your current client relationships and consider how robust they are.

 

 

In doing so, ask yourself if you:

  • have too many…

Spotting opportunities in businessA 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 relationshipsAs 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…

Turning ideas into revenue

With just three months left of 2017, many professionals have an eye on their annual plans and targets. For some there may be a need to create new work opportunities and generate additional revenues in what’s left of the year.

 

Such opportunities may come simply from spotting additional ways to add value to clients, or they may rely on converting business from potential clients.  They may even flow from…

How to stand differentiate as an adviser by having greater commercial awarenessBeing a more commercial adviser is often talked about in the professional services, but many people are often unsure what it means – let alone how to demonstrate their commercial awareness.

 

Demystifying the commercial adviser

In client feedback, clients who describe their adviser as commercial often say that this individual makes their life easier and is responsive, supportive and good at communicating…

 

WBD 42 Embedding KCMKey Client Management (KCM) is an approach that identifies, protects and grows your most important clients – taking account also of key prospects and intermediaries.

It focuses on nurturing, protecting and growing your most important clients – so both you and they benefit as a result.  This means investing in the right activities, which place these key clients at the centre and ensure your firm becomes important to…

binocularsIt’s a well-known fact that is far easier to win work from an existing client, than a prospective one.  The challenge for many professionals though is how to spot opportunities in their client relationships, which in turn signpost new work.

A major part of the solution lies in how close you are to your client.  The closer you are and the greater insight you have of that client’s current and future…

cogsAdded value is very much 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 in some circumstances have now become commonplace and clients now expect these as part of the overall service. In some cases the added value which was designed to foster greater goodwill and…

WBD 38 Engaging Associates in client relationshipsAs professional firms extend their client development programmes beyond key clients, they face the challenge of how to resource a larger number of client teams without increasing headcount.

Law, Accounting, Real Estate and other advisory firms with established client development programmes are successfully introducing Client Relationship Manager or Account Manager roles for their Associates or Managers.

In our latest Winning Business Digest Results Consultancy Associate Directors,…