Upcoming Courses

Account evaluation and growth strategies that broaden and deepen customer relationships, ring fence against the competition and maximize revenue & profitability.

Learning Objectives

• Account evaluation to determine the overall strategy.
• Creating exceptional value.
• Finding new sources of revenue through customer mapping.
• Asking for referrals, cross- and up-selling to gain access to more buyers.
• Trusted advisor.
• Communication strategies.
• Time management.
• Monitoring profitability.
• Ongoing validation of the account strategy.

Account evaluation and growth strategies that broaden and deepen customer relationships, ring fence against the competition and maximize revenue & profitability.

Learning Objectives

• Account evaluation to determine the overall strategy.
• Creating exceptional value.
• Finding new sources of revenue through customer mapping.
• Asking for referrals, cross- and up-selling to gain access to more buyers.
• Trusted advisor.
• Communication strategies.
• Time management.
• Monitoring profitability.
• Ongoing validation of the account strategy.

Project managers will gain a deeper understanding of buyer motivations and how their work impacts them, how to recognize sales opportunities and take appropriate action and leverage their relationship with customers to grow the business.

Learning Objectives

• Understand individual buyers and how they use translation differently.
• What translations help different buyers achieve.
• Realise that project managers already possess selling skills.
• Recognise events that trigger the need for translation.
• How to leverage client relationships to find other buyers and introduce additional services.
• What action to take once a sales opportunity is uncovered.
• How to add value to the client relationship.
• Factors contributing to an exceptional customer experience.
• How to follow up on projects in a more meaningful way.

Project managers will gain a deeper understanding of buyer motivations and how their work impacts them, how to recognize sales opportunities and take appropriate action and leverage their relationship with customers to grow the business.

Learning Objectives

• Understand individual buyers and how they use translation differently.
• What translations help different buyers achieve.
• Realise that project managers already possess selling skills.
• Recognise events that trigger the need for translation.
• How to leverage client relationships to find other buyers and introduce additional services.
• What action to take once a sales opportunity is uncovered.
• How to add value to the client relationship.
• Factors contributing to an exceptional customer experience.
• How to follow up on projects in a more meaningful way.