Understanding your Clients’ Strategy

Start date: 20/11/2017 - 21/11/2017

Learn to apply core strategic management concepts to have better conversations with your clients about their business issues. Having the right conversations with your clients has a positive impact on the long term relationship you will have, as well as the end result for both parties.

Learn to apply core strategic management concepts to have better business conversations with your clients about their business issues.

Having the right conversations with your clients has a positive impact on the long term relationship you will have, as well as the end result for both parties.

This program will provide partners of professional service firms with a simple, yet rigorous, method to help them understand their clients from the perspective of the clients’ market places. It will help derive insights that will help them deliver differentiated client service. It will encourage them to re-examine their roles as business leaders and equip them to have a bigger impact with their clients and teams.

Photo of people at a table having business conversations

Participants will learn about specific tools to:

  • Understand the importance of clients’ market segmentation and the benefits that clients value in service offerings
  • Frame a discussion about the strategy of the client’s organisation in terms of its overall characteristics, aggressive, defensive and conservative and the key issues that will be impacted by such a strategy
  • Look at the distinction between client satisfaction and client loyalty, the differences and how to convert satisfied clients into loyal clients
  • Increase the perceived value of their offer to their clients

This programme is aimed at partners of professional service firms who wish to have more robust and informed business conversations with clients.

Facilitator Mike Mister is a partner at Møller PSF Group and head of the leadership practice group. He currently works with many firms around the world, sharing his knowledge and experience on strategy, leadership and business development.