How to Defend and Grow Key Accounts

Course Content

Why you should attend this seminar
As clients sharpen their search for the best value suppliers professional services firms are confronted, not only with a series of threats, but also with significant opportunities. It has been designed to help place your clients at the heart of the business and to encourage the development of a more pro-active approach to key account management and
client care.

Key benefits

• Better understand the rapidly changing competitive landscape and the implications
• Recognise the benefits that can be realised from capturing, evaluating and acting on client knowledge
• Understand the necessary steps to increase client profitability, client loyalty and client retention
• Approach key account management with increased confidence and be able to apply ‘best practice’ tools to existing account
  management activities

Programme includes

• Why the current climate magnifies the need for increased client focus
• Psychological pitfalls common in professional firms and how to avoid them
• Understanding the relationship
• Developing the relationship
• Planning for success
• How to get a step ahead of your competitors
• Managing key client relationships
• Building an appropriate key account programme and governance framework
• Spotting and developing specific new business opportunities
• Thinking from the client’s perspective
• Maintaining a dialogue appropriate for your client
• Identifying and winning new opportunities
• Developing value propositions
• Introduction to cross selling and making it happen
• Differentiating to win

6 CPD hours

This course counts towards the training requirements of SRA for Management Course Stage 2 and the new Rule 5 for solicitors wishing to be "qualified to supervise".