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Effective Client Relations
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Effective Client Relations Kevin M. Brett January 16, 2013
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You won the business? Great. Now what is the best way to keep the business: Effective client relations. The keys include getting off to a good start in your presentations, dressing for success, being well prepared and of course, professionalism. Everyday you need to prove your ROI or Return on Investment.
Transcript of Effective Client Relations
Effective Client RelationsKevin M. Brett
January 16, 2013
Dress For Your Future Job Err on Overdressing Professional, Not Student Increases Confidence Sweat the Details Polished Shoes Well Groomed Succeed
Dress for Success
Advance Prep (e.g., SWOT, PEST) Taking Notes Constructive Listening Good Questions Periodic Follow-up Sanity Checks
Being Engaged
Research? Objectives? Strategies? Tactics? Evaluation?
ROSTE Method
“We”…”Us”…”Our” – First Person Plural NOT…”I”…”Me”…”Myself” – First Person Singular
“This Song is Not About You” – Carly Simon
No Podium No Reading Conversation PowerPoint Prompts Floor Monitor Lavaliere Microphone Confidence No Glossophobia
Steve Jobs Technique
Get Off to a Good Start
Avoid Blood in the Water
Thank the Client Client Mission/Strategy? No Preaching to the Choir Understand Assignment Coincide with Mission/Strategy Advance Brand/Reputation?
No Preaching to the Choir
What does it all mean? Expected? Unexpected? Actionable? Negative? Affirmative?
Results?
Your Recommendations? Strategy? Project ROI? What Now? Future Projects? Thank You!
Recommendations?
