In today’s highly competitive markets, professional services people need more than just technical skills to succeed: excellent client communication and an awareness of relationship management processes is an essential part of the skill-set.
We help Consultants, Project Managers, Engineers, Technical Architects, Engagement Managers and business people in client-facing roles build the confidence needed to manage business relationships successfully.
COMMERCIAL AWARENESS
- Client Communication Skills for Consultants and Project Managers
BUSINESS PRESENTATION SKILLS
- Telling a compelling, connected and interactive story
- Relating to the audience’s own business issues and expectations
- Involving and controlling all types of audiences, including sceptical and challenging ones
MANAGING CONSULTING TEAMS
- Effective leadership of Professional Services people
- Proactive management of consulting performance issues
- Understanding individual motivations, personality styles and barriers to success
MAKING THE RIGHT IMPACT
- Understanding emotional and rational needs
- Analysing emotional responses and their triggers
- Body language – especially business etiquette
OUTSTANDING CUSTOMER SERVICE
- Principles of world-class service
- Understanding customer psychology
- Diagnosing rational and emotional needs
NEGOTIATION SKILLS
- Principles of Negotiation
- Understanding buyer/vendor motivations
- Competitive situations & strategies
STRATEGIC RELATIONSHIP MANAGEMENT
- Understanding the wider strategic business context
- Setting clear relationship goals
- Planning the essential research
