Client Engagement Skills

What is it?

A two-day workshop that deals with all issues of client engagements. Technology-driven organizations that wish to increase the capability of their people to offer knowledge-based solutions to their clients will find this workshop right on target.

What will you achieve?

Client handling skills are a vital area of personal development, especially for specialists educated to believe that technical excellence is all. Winning and - more significantly - retaining clients depends on these skills, which are often undervalued and frequently poorly exercised.

The sessions on the course cover - through lecture and practice - the skills you need to engage with clients, including:

• Handling meetings
• Dealing with different types of people
• Addressing client objections and concerns
• Gathering business intelligence

What is the course program ?

Personal skills:

• Creating personal impact and a good image;
• Networking within a client;
• Communicating well (including listening well and responding to what the client says);
• Participating in and conducting meetings;
• Influencing and enthusing a client.

Project skills:

• Setting up a project and managing client expectations;
• Using a project to build a client relationship;
• Handling differences in personal and organizational style, and client politics;
• Spotting and developing sales opportunities.

Dealing with challenging situations:

• When projects go wrong;
• When circumstances change;
• Negotiating satisfactory outcomes.

Course length: 2 days

Framework position: process/senior.

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