Client Management Techniques

With the increased emphasis on excellence, outsourcing and value for money, many business units find they are in competition with other suppliers. This provides both an opportunity and a threat. A threat because if the customer is not satisfied they will go elsewhere; an opportunity because the existing supplier is already in position to harness the vision, culture, processes, products, staff, resources and skills required to deliver the quality of products and services demanded. To ensure the opportunity is exploited they need to be better than the competition in 'winning and keeping the business'. This requires a framework of procedures, methods and processes underpinned by enhanced 'communication skills' specifically targeted at client relationships.


This course provides the framework and skills needed. When you put them into practice and you can look forward to improved customer satisfaction, faster commitment and increased levels of business.


Who will the course benefit?


Staff from all business functions who need to build and maintain effective client/customer relationships; staff who have face to face meetings where business opportunities are identified.


Course Objectives:


To give delegates the basic framework and skills required to understand the clients business as well as their specific needs and problems.


Course Duration: 2 to 3 days


This course will enable delegates to:


  • Identify and describe the key stages in the Client Management process
  • Identify potential needs and promote appropriate products and services
  • Build rapport with all types of contacts
  • Manage objections
  • Propose, influence and negotiate
  • Identify future business potential and manage the changes to client needs


Full Course Description:

Client Management Techniques.pdf
Adobe Acrobat document [226.4 KB]

Contact us

Advocate Training & Consultancy
Fern House The Street Little Totham
Fern House, The Street
Maldon, Essex CM9 8JQ
Phone: 01621 892800 01621 892800
E-mail address:
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