Do you really put your clients' needs first?
This is an important question to ask and one which many professional services firms fail to address. In such a competitive landscape, the importance of being client centric cannot be overestimated.
How can you create a client relationship programme that delivers results?
- Having designed and implemented key relationship programmes in accounting, law and consulting firms, author Robert Pay is an expert in the field.
- With detailed appendences providing action plans, self-diagnostics and questionnaires, you will have all you need to implement a winning client management plan in your firm.
This step-by-step guide will help you to:
- Manage a portfolio of major client relationships on a firm-wide or practice area basis;
- Mobilise client teams;
- Gain buy-in and address the largely cultural issues that reduce chances of success;
- Analyse relationships for growth potential, and select the most suitable relationships to include in your programme; and
- Build profitable and sustainable relationships
