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Barolsky Mastering Client Relationships
1.
1 © Barolsky
Advisors, 2013 © 2009 Beaton Research and Consul=ng Pty Ltd Mastering Client Rela.onships How to build a profitable and sustainable client base An ac=on-‐learning program for law and accoun=ng professionals presented by Barolsky Advisors
2.
2 © Barolsky
Advisors, 2013 Building a profitable and sustainable client base This intensive program is run in small group environments and is designed to equip par=cipants with the skills to: – be more confident and effec=ve in their client development roles – take a strategic, long term approach to developing their clients – iden=fy ac=onable "quick win" opportuni=es to grow revenue in one or two client rela=onships. This course has been developed specifically for law and accoun6ng firms to assist them to build the capacity of the next genera6on of leaders and client managers. It features the latest research and proven techniques from around the world.
3.
3 © Barolsky
Advisors, 2013 Most firms have three .ers of client rela.onship partners Tier I – senior client rela=onship partners: very experienced and confident in execu=ng their role Tier II – next genera=on of client rela=onship partners: seeking new skills, tools and =ps + confidence Tier III – beginners and those with limited client development responsibility
4.
4 © Barolsky
Advisors, 2013 Greatest need; biggest impact Tier I – senior client rela=onship partners: very experienced and confident in execu=ng their role Tier II – next genera=on of client rela=onship partners: seeking new skills, tools and =ps + confidence Tier III – beginners and those with limited client development responsibility Target audience of this program
5.
5 © Barolsky
Advisors, 2013 Program learning objec.ves • Understand the key concepts and principles of client rela=onship management in a law and accoun=ng firm context • Develop the skills necessary to create and develop trusted client rela=onships • Provide fresh =ps, tools and templates to facilitate effec=ve implementa=on • Enhance par=cipant's confidence and assuredness in their client development roles • Iden=fy "quick win" opportuni=es and ac=ons to grow revenue with one or two current clients
6.
6 © Barolsky
Advisors, 2013 Overall program structure Module 1 Module 2 Module 3 2 weeks 2 weeks • Three-‐quarter day interac=ve workshop for 8 to 15 par=cipants • Suggested =ming: 10:00am to 4:00pm to allow for some client work on the day and for fly-‐in, fly-‐out on the same day • Pre-‐work and reading to ensure =me is used effec=vely • 90-‐minute interac=ve webinar • Suggested =ming: 8:00am to 9:30am • Fresh content + feedback and discussion on ac=on learning tasks* • Par=cipants can a`end from any loca=on • 90-‐minute interac=ve webinar, similar format to Module 2 • Fresh content + feedback and discussion on ac=on learning tasks* • Agree follow-‐up and learning reinforcement eg. build in new accountabili=es, individual coaching, etc. Ac=on learning tasks* with coaching support Ac=on learning tasks* with coaching support * Ac=on learning tasks would typically involve working directly on current client opportuni=es or challenges
7.
7 © Barolsky
Advisors, 2013 Program topics • The truth of the Client Rela=onship Partner (CRP) role • The cri=cal skills and behaviours of successful CRPs inc. self-‐assessment • How and why clients buy and the science of persuasion • Iden=fying the 'right' clients • The five drivers of trusted client rela=onships • Growth strategies and tac=cs that work • Protec=ng established clients • The key to building stronger personal rela=onships • The "how" of cross-‐ and up-‐selling • Taking pain out of client planning • Useful tools and templates in the CRP kitbag
8.
8 © Barolsky
Advisors, 2013 Presenter: Joel Barolsky • Joel Barolsky is Managing Director of Barolsky Advisors, Senior Fellow of the University of Melbourne and Associate of Mt Eliza Execu=ve Educa=on. • Joel is interna=onally recognised as an outstanding advisor, facilitator and educator to professional service firms, prac=ce teams and client rela=onship partners. He is an expert in business strategy, client rela=onship strategy, marke=ng. business development and pricing. His facilita=on style is engaging, passionate, sensi=ve and outcome-‐focused. Joel has spoken at numerous industry conferences and is frequently quoted in the professionals services press. • For 16 years, Joel was a Principal at Beaton Research & Consul=ng, Australia’s leading advisor to professional service firms. • Joel has consul=ng with over 100 of Australia’s top professional service organisa=ons. Over 70% of his client are repeat clients or come directly from referrals from exis=ng clients. • In 2012, Joel launched the highly successful Rela=onship Capital blog which provides fresh insights in how to grow cri=cal client rela=onships.
9.
9 © Barolsky
Advisors, 2013 Other op.ons and further informa.on • Barolsky Advisors is happy to tailor the program to suit your specific needs. This tailoring may address or include: – Different =ming and delivery formats – One-‐on-‐one coaching – Facilita=on of learning groups – Prepara=on of firm-‐specific case studies – Client interviews pre-‐ and post-‐program – More in-‐depth competency assessment and tracking – Advice on client development strategy • For further program informa=on and availability please contact Joel on 0417 305 880 or joel.barolsky@barolskyadvisors.com
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