MANAGE KEY CLIENTS

Key clients are clients for whom you made a specific, important change in your usual approach. For these clients you work especially hard to give them what they need even if that means changing what your firm does.

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Your goals in creating a special effort for key clients is to have a long-term, mutually beneficial customer relationships between your firm and their organization. (in which both sides have invested and from which both sides get a return).

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Successfully managing a key client requires a systematic process and approach as well as skills. Key steps include:

• Understand your own firm and its capabilities and barriers, and get commitment to deploy the firm

• Initiate a partnership

• Understand their business (their strategies, tactics and initiatives) beyond what you currently do

• Understand key players

• Understand competitors

• Establish a buying vision (how wonderful the world will be as you work together)

• Develop a joint plan tailored to them

• Execute your join plan well

• Be a window into your own organization

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Managing key clients in this way takes time and investment but can yield great results (profit, growth, impact) for both clients and professionals.

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To get more information about managing key clients, click on the link below.