Relationship Management

Who is it for
This course is suitable for senior business professionals, operating at a high level, in a client facing role, where the demands and challenges are high and where the quality of the relationship is vital.

What is it about

• A practical definition of relationship management



• A heightened sense of self awareness



• Methods to analyse and prioritise a range of client relationships



• Strategies for stakeholder management



• An understanding of how to communicate and influence clients effectively



• An appreciation of how to shape peopleÂ's perceptions positively



• Tools to analyse your client relationships in order to improve your competitive position



• The confidence to build rapport effortlessly



• Learn how to use relationship management to win more business



• Know how to position yourself favourably as the Â"obvious choiceÂ"



• The skills to manage clients when things go right and when things go wrong

What will i get out of it
The aim of the course is to distinguish between a Â'transaction approachÂ' to one where relationship management can be developed and add real value to both you and your clients by working collaboratively to achieve higher levels of success.


What is different about this course? A highly practical course delivered in an engaging and thought provoking way. Delegates will learn to identify and prioritise key relationships, understand why there is a level of conflict in some relationships and not in others. To develop strategies and ideas for improving client relationships and to explore and develop relationship management principles and methodologies practically.


Course overview
Introductions

• What is Relationship Management?



• The challenges associated with Relationship Management

Heightened Self Awareness I

• What am I like?



• How do my clients see me?

Stakeholder Management

• Indentifying key relationships



• Prioritising relationships



• Strategies to engage stakeholders

Heightened Self Awareness II

• What are my clients like?



• Adapting and modifying

The Trusted Advisor and how to become one I

• Creating the right first impression



• What shapes peopleÂ's perception?



• Shaping perception positively



• Establishing and building rapport

The Trusted Advisor and how to become one II

• Review of the Invaluable Resource Â- what do you need to be?



• The six aspects of knowledge Â- what do you need to know?

Networking

• Developing a networking strategy



• Planning your strategy & checklist



• Developing a networking architecture



• Developing a networking pitch

Managing Client Expectations

• Setting and resetting expectation through client contracting



• Managing conflict and getting through the difficulties

Strategic Thinking and Planning

• Strategic Thinking Â- what is it?



• The big strategic questions



• Developing and consolidating your relationship management approach