Expanding your client opportunity

By understanding the client’s perspective and developing insights into where next for the client,
consultants develop ideas about where real value can be added through follow-on projects.

Learning outcomes

  • Identify, prioritise and scope specific opportunities within a live account
  • Develop an understanding of the different stages in the client’s buying process
  • Prepare for the client conversation to help position the firm’s capabilities in the mind of the client
  • Demonstrate rather than assert the firm’s most relevant competencies for the client’s benefit
  • Create a set of specific actions to deepen the client relationship and expand opportunities

Learning modules

  • Understanding clients
  • Positioning your firm
  • Contributing to the process

Participant level: Manager and above

Duration: 3 days*

*Please note the duration of the programmes are given as a typical guideline, however all programmes are tailored to meet clients’ specific objectives.

Click through to complementary programmes

• Brand development • Building your business
• Negotiation behaviours • Networking • Personal effectiveness
Partnering with procurement • Proposal writing • Responding to RFP/ITT