Breakfast workshop: How to deepen existing client relationships to boost profit

Thursday 12 December 2019
8:15am (for an 8:30 start) - 10:00

Fee earners and business support professionals need new and better client management skills if they are 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 their professional advisors to understand them, their business and what they value. They are also expected to be excellent project managers and communicators, before, during and post-project, be able to deliver pragmatic commercial advice, and capable of managing the expectations of multiple stakeholders.

This 90-minute interactive session, held over breakfast, will provide an opportunity to learn from Meridian West experts and share best practice ideas with peers at other professional firms.  The workshop will cover 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
Swan, Shakespeare's Globe, 21 New Globe Walk, Bankside, London, SE1 9DT