Deepening Existing Client Relationships

Professionals need new and better client management skills to thrive in the future

Winning additional work from existing clients reduces cost of sale by up to 85%, compared to winning a similar piece of work with a new client. Technical excellence is now necessary but not sufficient to win new work or to sustain existing relationships. Clients also expect professionals to:

• Understand them, their business and what they value
• Be excellent project managers and communicators, before, during and post-project
• Deliver pragmatic commercial advice
• Manage the expectations of multiple stakeholders

These skills are not usually taught until several years post-qualification, creating a major hurdle in career and client relationship development.

Content and learning outcomes

Participants will learn how to:

• Understand clients, their business and individual issues
• Assess the strength of the firm’s existing relationship(s)
• Plan / co-ordinate relationship-building activities within the firm
• Present issues that are relevant to clients in ways that act as catalysts for business-oriented conversations
• Communicate in language that resonates with the client
• Be excellent project managers and communicators before, during and post-project
• Deliver pragmatic commercial advice
• Manage the expectations of multiple stakeholders

Participants will be expected to do c. 45 minutes of pre-reading including:

• A case study – developed by your firm, based on a Meridian West template
• Meridian West research / your firm’s own client feedback

Workshop Leaders

Ben Kent

Stephen Newton