Key Client Management [Training School]

  • When:
    Friday, 15 June 2018, 8:45am - 5:30pm
  • Where:
    The Sukhothai Shanghai (2/F, Tokyo Room) , 上海素凯泰酒店
    380 Weihai Road
  • Price:
    Member Price: ONE training credit plus RMB 2,200, or RMB 3,000. Non-member Price: RMB 3,800

RSVP: (Click here to learn more about the Training Credits)

This one-day training helps organisations in retaining and maximising the profitability of key and valued clients, which is essential to the survival of any company. After all, excellent client management means that your clients will:

  • Buy more, even if your fees are slightly higher than competitors
  • Recommend you to colleagues and friends
  • Make your organisation the standard for their vendor relationships
  • Look to you for help in other aspects of their business

Benefits for Participants

  • Have an understanding of why key client management is vital to the success of an organisation
  • Be able to measure the strength of their relationships with key clients
  • Understand that the client’s perception of your delivery of service may not be the same as yours – and how to deal with this
  • Develop tools to guide activities when protecting client relationships
  • Understand the skills and challenges to cross-sell products and services to existing clients
  • Develop a systematic approach to key client management

Training Schedule:

  • 8.45 Registration & Networking
  • 9.00 Opening & Introductions
  • 9.30 Understanding Key Account Management
  • 10.00 Client Defence: Segmenting the Client Base
  • 10.45 Break
  • 11.00 Seeing the Picture
  • 11.15 Client Defence: Relationship Protection (Partnership Analysis Model SWOT, Relationship Analysis Model)
  • 12.30 Lunch 
  • 13.45 Management of Fee-Earning Work
  • 14.45 Client Project Management
  • 15.15 Break
  • 15.30 Cross-Selling to Clients
  • 16.15 Key Client Planning
  • 17.15 End of Day Wrap-Up
  • 17.30 End of Workshop

RSVP: (Click here to learn more about the Training Credits)

Location of the British Chamber Shanghai Office - we suggest that you enter the ZhangYuan community from the north gate on Taixing Lu (near Wujiang Lu)

New office map - Jun

Cancellation Policy: Please note that if you need to cancel this booking, we must receive your cancellation by email no less than 48 hours in advance of an event. If we do not receive the cancellation notice by this time, the Chamber will have to charge you the full-price for the event, as this is necessary to cover costs automatically incurred by the Chamber on the registered attendees’ behalf.

Speaker Introduction

Jennifer Peterson

Senior Consultant, Simtiri

Jennifer’s professional experience includes more than 15 years spent in corporate training, marketing, and sales in the United States, Europe and Asia. As a result, Jennifer brings extremely valuable insights to the table on corporate coaching, effective presentations, negotiation tactics, business meeting strategy, corporate relationship management skills, and expert contract-closing methodologies.

As a trainer, facilitator and coach for Simtiri, Jennifer works with groups of professionals as well as one-on-one with C-level executives to share the secrets of her proven techniques. Additionally, Jennifer helps clients to better understand their role in the professional environment and how to manage their own skills in ways that set good businesses and associates apart from great ones. All of Jennifer’s sessions are tailored to the specific needs of each class or individual, so everyone receives maximum benefit from their time spent with her.

Event contact

Nathalie Xu