Consulting Foundations: Client Management and Relationships

Client relationships are the foundation of your consulting business. Learn tips for communicating effectively, developing rapport, and building long-lasting business connections.

Introduction

• Relationships in consulting

1. Selling a Consulting Engagement

• Positioning yourself
• Objectives and metrics
• Introducing value
• Overcoming objections

2. Implementation Communication

• Kicking off a consulting engagement
• Updating your buyer
• Navigating communication roadblocks
• Crossing the finish line

3. Growing Your Relationships

• Managing your time
• Tools for success
• Entertaining clients
• Navigating changing relationships
• Maintaining high-level relationships

4. Harnessing Organizational Mobility

• Talking to your buyer's boss
• Asking for internal referrals
• Selling your next deal

Conclusion

• Next steps