Consultancy Client Management

Consultancies win and lose clients through how well they manage them, as much as through the quality of the delivery. Consultancy Client Management covers the four aspects of client management: the team, the portfolio, the engagement and the relationship. You will set up engagements well, map the people who shape each decision and resolve friction before it costs you the client. You will also measure client experience, grow strategic accounts, expand services within existing clients and keep rates and contracts sound. Tools include an account plan on a page, a cross-sell matrix and a rates assessment tracker. It is written for partners, directors and client managers who look after a firm’s most important relationships.