For practical client relationship management
Over the last 12 months I have noticed that my clients have struggled to differentiate themselves and some have even avoided having genuine conversations with clients.
Many professionals are told that they need to sell in a formulaic manner. Sadly, this often results in many good professionals being ‘unnatural’ with clients and privately regarding business development as a pain.
Despite many years of trying, many firms struggle to help their partners to be universally ‘client centric.’ I know how hard it is for many highly trained professionals to change habits and desire to serve a client. I know how difficult it is to move from a transactional mindset about matters and deals to a relationship driven, client focused way of doing things.
But incremental change can happen when it is focused and practical.
What I do is to help professionals acknowledge where they are in terms of their BD skills and start with a few simple habits and credible objectives. I work with them via short one to one meetings and workshops. And I also help firms harness the investments they may have already made; whether that be to get professionals to appreciate what marketing really is; become insight and issue driven with their clients; embrace a CRM system that nobody fully uses; actively support a client listening programme or buy in to a firmwide key client initiative.
I help partners see what a few new habits can do for them and ultimately the firm. I work with professionals like a personal trainer