Client Engagement

Workplace Capabilities

Our Client Engagement pillar enables individuals to elevate their professionalism and build trust with internal and external clients. At the external client (customer) level, it is also about converting sales, creating new opportunities and retaining clients.

Clients

Industries

Days Delivered

Trusted Relationships

Improving client confidence through trust

Learning Focus Areas
  • Deeper client connections – internal and external
  • Trust and the relationship life cycle
  • Salvaging the situation when things go wrong
  • Becoming truly client-centric
Business ROI
  • Employees working as trusted advisors
  • A focus on long-term business partnering
  • Productive and profitable client outcomes

Influencing Clients Using DISC

Adapting and connecting with clients

Learning Focus Areas
  • Understanding personality type
  • Relating from your own type to a client’s type
  • The client’s viewpoints on evidence and benefits
  • Developing influencing strategies
Business ROI
  • Rapport and flow in the conversation
  • Long-term relationships developed
  • Alignment on goals and approach

Pitching to Win

Selling an idea or proposal with high impact

Learning Focus Areas
  • Opening and closing with impact
  • Tailoring a pitch to target each client
  • Building interest, credibility and buy in
  • Managing Q&A sessions
Business ROI
  • High conversion rates
  • Approval of more complex solutions
  • Shorter lead times in pitch development

Professional Selling

Managing client conversations to win new business

Learning Focus Areas
  • Reading the client
  • Demonstrating capability and credibility
  • Overcoming objections
  • Buying signals and closing the sale
Business ROI
  • High conversion rates
  • Opportunities for cross-selling
  • Reduced duration of the client lifecycle

Building Loyalty

Delivering exceptional client experiences

Learning Focus Areas
  • The new millennium customer
  • Building rapport and understanding needs
  • Collaborative problem solving
  • Defusing difficult situations
Business ROI
  • Client referrals
  • Retention of clients
  • Client engagement