“Successful external and internal relationships are fundamental for any business but most professionals actually go about building them in entirely the wrong way,” he said. “They talk at their clients, drag large PowerPoint presentations into their meetings, push their own methodologies and barely leave room for a question. Their behaviour actually invites discount requests from clients. Salespeople and relationship managers often start as an expert-for-hire, but unless they evolve their relationship, they’ll be perceived as a ‘vendor.’ They’ll always be treated as commodities, an expense that can be minimised or cut. This webinar will explain the specific skills that client-facing professionals must develop to transform their role, to become indispensable trusted partners who can help clients achieve their most important business goals.”
In the webinar, Andrew Sobel will highlight the additional skills that individuals need, to develop more effective, higher-value relationships with multiple stakeholders. He will also outline the support that HR teams need to provide, to empower client-facing staff and to cultivate a client-centric culture.
“Despite the prevalence of procurement teams and competitive bidding, relationships still play a crucial role in determining whether a service provider will win and retain new clients,” said Rosie Bailey. “At every level, client handlers need to build trust, ask powerful questions to better understand their clients’ essential needs – their ‘agenda’ of key priorities – and listen deeply. This requires personal integrity, the right mindset and learnable skills and strategies, which we’ll cover in this webinar. These techniques can help individuals and organisations to dramatically improve their effectiveness by providing a consistent, differentiated client experience.”
Building clients for life will be presented on Friday 6 May 2016 at 2.00pm-2.45pm BST. Register now using the form at the foot of the page.
The webinar will highlight:
- A proven framework of the individual and institutional capabilities needed to build long-term, trusted client relationships.
- The critical mindset change that will help client handlers to win and keep clients and customers.
- How HR and Learning and Development teams can support the creation of a ‘Clients for life’ organisation that provides a consistent, differentiated client experience.
For further information about OnTrack International, please call +44 (0)1279 652255 or view the rest of the website.
Background notes: Andrew Sobel is the best-selling author of eight books, including Power Relationships, Power Questions, All for One, Making Rain, Clients for Life and Building C-Suite Relationships. The former chief executive of an international consultancy, he has helped 40,000 client-facing professionals in 200 firms – including Bain, Citibank, Deloitte, Lloyds Banking Group and PwC – to enhance their existing relationships and win new business.
Founded in 1988, OnTrack International is a global learning consultancy which partners with heads of L&D/HR to develop business-relevant, multi-method learning solutions that transform the way employees think and behave. The company’s spokespeople can provide expert comment on all aspects of learning and development.