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BUILD STRONGER CLIENT RELATIONSHIPS – Many organizations today are in
the position of having multiple products and services to sell. A client’s
experience with a project can significantly influence whether they would do
repeat business with a provider. Understanding the core components of
developing strong relationships can help ensure that your clients will turn to
you for solutions again and again.
IMPROVE TRANSITION FROM SALES TO SERVICES – After a significant
purchase, it is not uncommon for buyer’s remorse to set in. A client’s
experience during the time they select a provider and the time that a project
begins can either increase or eliminate this anxiety. Planning and conducting a
smooth transition from sales to services is a must.
UNCOVER AND CULTIVATE NEW OPPORTUNITIES WITHIN EXISTING ACCOUNTS – While
the primary role of a professional services team is to “deliver on the
promise,” these individuals are also well-positioned to listen and look for new
opportunities. Understanding how to listen for needs, asking the right
questions to get a broader sense of business objectives, and clearly
communicating with the sales team is important.
CONTINUOUSLY COMMUNICATE VALUE OF SERVICES AND SOLUTIONS – Because
projects will have highs and lows, your team needs to be able to bring
customers back to the business objectives at hand and defend the
value of the services they are providing. Strong leadership is key to
successful project management.
IMPROVE INDIVIDUAL EFFECTIVENESS – Whether you are a seasoned
professional or are just beginning your career, the need for continuous
improvement never diminishes. Being able to assess and prioritize your needs,
identify a plan to address them, and gain management support for those needs
are the keys to behavioral change.
IMPROVE CLIENT COMMUNICATION – Many roadblocks encountered during
projects are simply due to poor communication. Having a clear approach to
planning and delivering clear messages will help minimize these situations.
CONFIDENTLY NEGOTIATE WITH CLIENTS – Customers will perceive your
services team as the experts. As they become closer to the project team, they
begin to empathize with and better understand the client’s needs. While this is
a good foundation for a lasting relationship, services professionals still need
to be able to remind the customer of the value that they bring and confidently
hold their own during negotiations.
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| “Great Presentation, great quotes, great presenter.” |
| Jennifer Varenka, Product Specialist - Microedge |
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