Blog
Category: Client Relationship Management
‘Sink or Swim?’: Tips on how to successfully onboard a new lateral hire
You’ve done an internal audit of your existing skill set and identified a deficiency. It might be that you never had that particular skill set in the first place. Or it could be you’ve recently lost the skill to a retirement or departure. Either way, you don’t have it, and you need it.
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5 tips to make your next client business development meeting a success!
For most professionals, the very thought of a meeting with a new prospect or an existing customer to talk through how you can help them with their problem(s) can be daunting.
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5 after-sales services you should be providing to your clients
Strong client relationships are critical to maintaining and growing business. With most service-based professional businesses – such as legal, accounting, and engineering – relationships with customers tend to be transactional. So, how do you balance a transactional practice with a need to foster long-term client relationships?
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5 reasons you need to unlock the secrets in your data
Every professional services firm collects huge amounts of data about their clients and the industry sectors they operate in each and every day. Few, however, take the time to apply the resources to interpret this raw data and apply the findings to its own business in order to improve the value of the service they’re providing.
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Why you need to segment your client marketing list
At GSJ we believe that by not segmenting your client list to the relevant readership, you’re missing out on a ton of business development opportunities. If you want to rectify this error, you should start by classifying your current client and target client lists.
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5 things to consider when implementing a formal client feedback program
According to the results of a survey undertaken by BTI Consulting Group, 72% of professional services firms’ clients indicated that they want to give feedback on their service provider’s performance. Yet only 30% of firms actually ask their clients for feedback in any meaningful way.
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10 tips on providing an excellent client service
The holy grail of professional services firms is ensuring we provide excellent client service. Provide excellent client service and, in all likelihood, our clients will keep coming back to us. Provide a rubbish client service, and there’s a very good chance you’ll never see that client again!
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10 ways to leverage your referral network and win more work
Every professional services firm is fundamentally a person-to-person business. As a result, a large part of our ongoing book of business is reliant on the referrals we get from our trusted relationships.
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10 ways to build trust with your customers
Without trust, you don’t have a long-lasting relationship with your customer(s). Without it, you are transactional, always looking for that next deal and customer. Implementing our 10 tips to build a trusting relationship with your customers will help deliver repeatable revenue opportunities.
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6 key questions when assessing client stickiness
These key questions provide a useful starting point for thinking about how you can engage at a deeper level with those clients you wish to be doing more work with.
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The importance of creating “relationship value” with your clients
“Relationship Value” exists between you and your client if you provide your client with an economic benefit, a technical benefit, a service benefit and a social benefit. In this article, we look at these in more detail and provide our top tips on the ways professional services firms can create and enhance the Relationship Value they have with their clients.
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Happy New Year: 2024 is a time to FOCUS
As your outsourced business development provider, at GSJ we will tell you it’s no longer the right time to be chasing the last of the Christmas feast that was; you need to FOCUS your business development efforts for 2024.
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