European Institute of Management and Finance | Win, grow and manage clients in a changing business world
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Win, grow and manage clients in a changing business world

Win, Grow, and Manage clients in a changing business  world

A two day results-focused seminar for financial and professional services practitioners

Winning and growing business has always been challenging.  Financial and professional services place very specific demands on practitioners – pressure of billable hours, regulatory requirements, client expectations, finding an appropriate sales style that is effective but not intrusive.  But today the pressures are even greater as we function in a VUCA world (volatile, uncertain, complex and ambiguous).  Of course this creates opportunities as well as problems for professionals.  This two day seminar will help you seize the opportunities and solve the problems.

Seminar Content:

What you will get from these two days is a clear road map to build sustainable business by winning new clients, growing existing clients and retaining and extending existing relationships.

The ground covered includes

  • Avoiding the trap of ”feast and famine” – consistent business growth.
  • Identifying the right clients and the right opportunities
  • Making approaches using traditional and social media methods
  • The vital opening phase – excite interest and build trust and rapport.
  • Understand the client’s true issues – make client-centricity work
  • Form and communicate a compelling, valuable and relevant proposition
  • Gain agreement by addressing concerns and agreeing good terms
  • Moving from the “verbal yes” to billable business flow
  • Extending the scope and lifecycle of existing projects and relationships
  • Optimising client retention

 

DATES: 8, 9 November

DURATION: 14 Hours

LOCATION: Frederick University, Limassol

TIME: 09:00 – 16:30

FEES: HRDA eligible €352, non-HRDA eligible €520 (both + €98.80VAT)

Registration Form

Download Registration Form

In-House Training

If you would like to discuss bringing this or another topic to your organization on an in-house basis please call us at 22274470 or email us at info@eimf.eu.

Interactive workshop  

Our way of working in each session will be:

  • Agree why this matters and what the key issues are.
  • Explore best practice and effective approaches.
  • Put these to the test in practice sessions and simulations.
  • Apply into specific individual situations to create a robust action plan
  • Summarise and conclude and move forward
  • You will receive clear summaries and a series of hints, tips and calls to action in the weeks following the seminar.


Mr Richard Higham 

Richard Higham is an engaging speaker, trainer and coach who combines a warm, enthusiastic style with powerful insight into customer interaction. He has won and led highly effective development programmes with some of Europe’s largest financial institutions. His deep experience of long term projects in the financial sector include the design and delivery of comprehensive relationship management, sales, service and leadership programmes for financial institutions across Europe and the US.

His speaking has ranged from sales strategy for asset finance CEOs in Texas to professional selling for actuaries in London; from delivering the global account management sessions of a postgraduate diploma in international sales in Dublin to “Structuring Global Account Teams” in Paris; from “Being a Customer Centred Financial Institution” for an executive forum in Vienna to “Extreme Customer Intimacy” for Scandinavian insurers in the Pyrenees.