Strategic client management is a powerful tool to retain and grow existing clients, capture market share, and cross sell your firm’s services. Topics will include: the strategic case for client management; program elements, including client and client manager selection; planning process and metrics; and lessons learned. We will also explore coaching tips and other ingredients to a successful program.
The intent of this session is to develop a dialog around client management where participants can share experiences, ask questions, and take home ideas to enhance the process in their firms.
Who should attend? This presentation is targeted for firm principals, marketing managers, business developers, and seller-doers. We strongly encourage SMPS DC members to bring one member of their technical staff, at the member price! Members who wish to take advantage of this deal will need only to complete one registration with both attendees to receive the discount.
Expect to learn:
• The foundations and key considerations for developing a client management program
• Insights into a proven methodology to drive client retention and revenue growth
Wally Hise has 30 years of experience working for engineering and construction firms ranging in revenue from $20 million to more than $1 billion. His last 15 years were focused exclusively on business development, client management, strategic planning, proposal development, and marketing. Over a 10-year period, Wally facilitated sales and client management training for thousands of professionals. Using this experience, he helped develop HDR’s current client management program. Wally holds a Bachelor’s degree in engineering, is a licensed professional and certified trainer, and is an accomplished speaker and writer in the AEC industry.
SMPS DC members are encouraged to bring one of their technical staff teammates at the member price. SMPS DC members who wish to take advantage of this deal should complete one registration with both attendees to receive the discount.
Domain(s) of Practice: Client and Business Development
Wednesday, January 11, 2017 8:30 AM - 10:30 AM
MOI111 K St NE, 8th FloorWashington, District of Columbia 20002
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