• Class and Course

    Client Relationship Management for Long Term Success

    This course is designed in a workshop format to enable participants to build skills and create draft strategies for strengthening relationships with clients and potentially expanding these relationships into new areas.  

    Introduction to CRM

    • Topic 1: Self-assessment re knowledge and skills required in CRM
    • Topic 2; Understand market segmentation and the approach required
    • Topic 3: Review buyer types and motivations
    • Topic 4: Evaluation of communication concepts
    • Topic 5: Apply listening styles to the situation
    • Topic 6: Produce a stakeholder analysis for the client or potential client
    • Topic 7: Creation of stakeholder tracking tool

    Presentations Allowing Technical People to Influence Others in Business Development Settings

    • Topic 1: Review of sales and influence through presentation best practices
    • Topic 2: Create presentation materials that achieve the purpose of the presentation 
    • Topic 3: Successfully create and deliver a product demonstration 
    • Topic 4: Introduce a problem resolution strategy as a way to influence a client
    • Topic 5: Complete a presentation to achieve commitment to next steps     

    Building the Engagement Plan

    • Topic 1: Review of materials from Day One and Day Two
    • Topic 2: Role play lunch-and-learn presentation
    • Topic 3: Create product demonstration materials 
    • Topic 4: Incorporate RAPID matrix into an engagement plan
    • Topic 5: Generate a communication plan for client relationships
    • Topic 6: Review plans generated for application 

    Becoming a Trusted Advisor

    • Topic 1: Description of a Trusted Advisor
    • Topic 2: Building blocks of trust required to become a Trusted Advisor
    • Topic 3: Understanding company politics and how to mitigate the risks
    • Topic 4: Incorporating actions into the engagement plan for a client
    • Topic 5: Review of materials and final presentations 
    • Topic 6: Class Assessment       

    People who already possess the technical knowledge required, but wish to expand their ability to development new business within their client base. 

    • Introduction to CRM
    • Presentations in various settings
    • Building the Engagement Plan
    • Becoming a Trusted Advisor

    2 – 3 years of experience in business development and client relationship management.

    Currently there are no scheduled classes for this course.

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