Overview
Building on previously acquired skills of scoping and stakeholder management, Expanding Client Opportunities creates a formal approach for many of the passive business development activities that advisors and consultants are already engaged in subconsciously.
A highly collaborative workshop, it focuses on understanding the client and positioning your organisation, guiding participants through ‘live’ opportunities in their existing projects or engagements.
By understanding the client’s perspective and developing insights into ‘where next?’ for them, advisors and consultants develop ideas about where real value can be added through follow-on projects. They work on nurturing these ideas to inspire the client to want more in-depth conversations. The goal is to encourage commitment by the client, often without the need for a written proposal.
Participants will become more confident in any client interaction and learn to see additional value beyond the scope of current projects, resulting in closer ‘Trusted Advisor’ relationships.
- Should ‘sell-on’ be the responsibility of the officer, the engagement manager or both?
- How should this be reflected in incentive schemes and supported by performance measures and training?
- Do we really take Account Management as seriously as many of our clients?
- What are our tactics to deal with price erosion, commoditisation and their procurement strategies?
- How can we ensure that the clients’ interests are well-served and the rate of follow-on business increases too?
- Are our client retention tactics as sophisticated as our internal talent retention policies?
- Do we have a sufficiently common vocabulary, process and set of measures for Business Development for people to be able to discuss, promote and review follow-on sales successes and failures?
- Do we invest enough in understanding what our clients really value and how their relationship with consultants is changing?
- Do we act in a concerted way on what we know?
- How much does it cost our clients to do business with us?
- Have we made things as transparently simple as we can?
- How do we compare to the competition?
Participants recommend this programme for:
Management Consulting: Those at the Consultant level, especially if they have little to no experience with sales meetings and presentations. Consultants, Senior Consultants, Managers, Senior Managers.
Technology: Consultants, Business Consultants, Senior Business Consultants, VPs.
Here’s what some of our participants have to say:
“Best training I’ve been to”
“It was a very good training. The courses were relevant to my development, and everything ran smoothly.”
“The training was value-adding for my career and professional development”
“I got some new ideas/inspirations”
“Very good instructors”
“All the teachers were very interesting to listen to.”
“The trainers felt legitimate and knowledgeable”
“Great exercises, very engaging trainers, super useful content!”
Consultants, Senior Consultants, Managers, Senior Managers, Technology Consultants, VPs.
- Face-to-face
- Virtual
- Webinar
- What should my approach be with senior stakeholders?
- Am I responsible for closing the deal?
- When there are different stakeholders, how should I adapt my style and messages?
Learning impact
Participants will learn to:
- Identify, prioritise and scope opportunities within a live client account.
- Develop an understanding of the different stages in the client’s buying process.
- Prepare for client conversations to help position the firm’s capabilities in the mind of the client.
- Illustrate and demonstrate rather than assert the firm’s most relevant competencies for the client’s benefit.
- Create a set of specific actions to deepen the client relationship and expand opportunities for mutual benefit.
If you would like to find out how the Expanding Client Opportunities programme can increase the sales effectiveness of your team.
Plot your own pathway with our Talent Development Pathway Tool
Programme Stats
100% recommended
Participants recommended this programme for Senior Business Consultants, Management Consultants, Data Scientists, Technology Consultants, any colleagues with little or no experience of sales meetings and presentations
Ratings
On average, participants rated facilitator effectiveness 5 out of 5, Relevance to role 4.8 out of 5 and Content 4.7 out of 5
Applying the skills
75% of participants felt extremely confident and 25% felt very confident in applying the learning in their work
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