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Client Relationship Management Processes

Client Relationship ManagementWhen selling to large companies – and particularly when selling multiple services to a network of decision makers – an increased level of co-ordination and planning is needed.

This can require a significant change in behaviour from client-facing professionals.

Firstly, an understanding of the decision network is required – rather than just the individual.

Then, relationships must be built with the key decision makers and influencers in the decision network.

This almost always requires a planned, team-based approach – something frequently alien to the individual-dominated business development cultures of most professional services firms.

Hiring decisions in these circumstances are often made using formal procurement processes – so professionals must learn what influences not just their primary customer, but also the other key players in the process. And they must learn how to win formal tenders and beauty parades – not just one-to-one sales.

Most importantly, the firm must plut in place formal processes to develop client relationships over time. This means multiple professionals developing trusted partner relationships at many levels within the organisation – and co-ordinating their efforts to do so.

These relationships must be nurtured, handed over as professionals change roles and move on, followed through to earn business over many years.

To establish strong Client Relationship Management processes I will work with your team to analyse, design and implement enhanced business processes covering areas such as:

  • Analysing and influencing client decision networks
  • Building executive level trusted advisor relationships
  • Co-ordinating and planning account-level marketing and business development year-on-year

If you are interested in this service, or feel I may be able to help you with some of the challenges you’re facing, then why not contact me for an informal discussion.

There’s no commitment, and I won’t try to push you into a sale – we’ll just discuss your situation to see if working together might be a good fit.

You can call me on 0161 408 0984 or my mobile 07866 549 984.

Alternatively, you can use the contact form below.

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