Key Client Management 1: Shaping Up for Key Client Management

Tutor: Andrew Hedley  CPD Hours: 44 hours  Duration: 2 months

Course Cost: £995

The first in a series of two that introduces the fundamentals of key client management and enables participants to develop a simple but effective programme for their firm.

Many firms rely on a small number of clients which deliver a disproportionate percentage of overall revenues.

The need to secure and develop this crucial part of the client base forms the focus for this two course series.

Participants begin with an evaluation of their own client base in order to understand better its dynamics and how the principles of key client management can be applied. Exploring the economic drivers of a key client programme using real life examples will be used to create a series of scenarios which illustrate the impact on both revenue and profit of a range of key client scenarios.

The development of a key client framework and supporting systems which are appropriate to the firm will form the core output of the course.

This course will help you to resolve these typical business problems:

• Understanding the economics of key client management.
• How to secure and develop business critical relationships.
• Evaluating your client base, understanding its dynamics and identifying key client relationships.
• Making key client economics work in practice.
• Designing the systems needed for key client management.

By the end of this course you will be able to demonstrate:

• Why key client management is crucial to the future success of your firm.
• The main performance areas in key client management that drive satisfaction, loyalty and increased revenues.
• Ways in which your firm’s performance can be measured and prioritised and areas where improvement is needed.
  
• How to design plans to improve performance in a way which is achievable and can be succinctly communicated.
• How to align reward and recognition systems to emphasise excellence in key client management.

Download an application form here