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Client Managing Relationship Skills

Relationship Management Skills Training

Delivery methods:

  • Instructor lead on-line training
  • One-on-one coaching
  • National / annual Associate meeting topics with break out sessions
  • Classroom instruction emphasizing technique practice with role-plays and case studies

At the conclusion of this client managing the relationship course participants will be able to:

  • Use self-awareness insights to control emotions
  • Establish and maintain credibility
  • Listen, learn and understand their needs, wants and goals
  • Differentiate between facts and opinions and craft a recommendation based on risk assessment
  • Use thought leadership techniques of framing and refocusing to offer a better alternative
  • Maintain relationships with entertaining and other non-business events
  • Demonstrate presentation skills that guide the client to agreement
  • Know how to use effective negotiation skills to: know when to make the first offer, when to give and ask for concessions and how to make them feel good by managing the relationship
  • Establish executive bridging to solidify an enterprise relationship
  • Use influencing and persuading skills when interacting with other support vendors

Managing the client relationship skills training focus on establishing the Associate as a partner with the client in a manner to solve problems and introduce innovative solutions and applications. Managing the relationship effectively uses these clear / critical thinking skills to enhance the relationship by leveraging the credibility gained by the supplier through successful performance. However, as a result, effectively managing the relationship includes recognizing when an idea or request is not the most efficient or cost effective solution and to offer alternatives in a convincing, logical manner that meets everyone's needs. Managing the relationship in this manner means that sometimes, you might suggest or agree to research solutions to client concerns outside the scope of solutions your company offers - but takes you from the environment of a vendor to one of advisor; and a place at their planning table. As you become part of the ongoing operations of the client's business you can't loss sight of the vendor - client relationship and continue to use effective thought leadership skills so as not to take the relationship for granted.
 

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