The forgotten clients
Clients are internal as well as external. Client Relationship Managers need to work hard at building outstanding relationships internally as well as with the end client if an organisation is to thrive.
PDF Ten signs the relationship is in trouble
Like any partnership, even longstanding business relationships can turn sour over time. It’s important to be aware of signs that things might be coming to an end. Here are ten tips for clients and suppliers to look out for.
How close can you get to your clients business?
Ask most clients why they appoint professional or marketing services firms and you can almost guarantee a key factor will be the fact that they are felt to understand the clients business. However, it can be difficult to get closer to the client to gain this understanding, especially when access is restricted.
Ten guaranteed ways to lose a pitch
Winning new business takes a lot of time and effort. There are a number of ways to make sure that you lose it, including not doing enough research into the people and the business, ignoring the brief and budget constraints, and lack of preparation for the pitch meeting.
Networking the old-fashioned way
Face-to-face networking is becoming more important since, in an age of electronic media, it encourages trust. It can be very daunting going to conferences and events to find yourself confronted with a room full of strangers. Here are some tips that can help you break the ice.
Make New Year resolutions that really stick
Every year we make lists of the same old tired New Year business resolutions. This year resolve to keep it simple. Determine the few, most effective ways you can your improve client relationship management and make a measurable difference to the business.
Are you writing a client development plan?
Client development plans are a good way for service providers to get the most from relationships with clients in the coming year. They help develop strategy, allocate resources, understand the big issues and determine milestones.
Cutting back on Christmas?
Service providers used to entertain their client lavishly at this time of year. Now many service providers have decided to rein in the entertaining because of a lethal combination of the financial crisis, time pressures and the uncertainty created by bribery legislation.
Using interns: is there an impact on client service?
More service providers are using unpaid interns to provide the extra quality and service clients demand while maintaining margins. The challenge is to manage them carefully enough so that client service standards don’t slip.
Adopt a teacher: a manifesto for improving the next generation of client relationship managers
As part of our corporate social responsibility priorities aimed at educating those coming into business, more organisations should be “adopting” teachers and lecturers in business related subjects to help graduates to be more employable and productive from day one.
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