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HIGH PERFORMANCE CLIENT MANAGEMENT FOR PRODUCT SPECIALISTS
 
     
  Summary Description  
  High performance client management (HPCM) is a dynamic workshop that focuses on creating a standardized approach and relationship management culture which fosters consultative selling and world class account management practices, targeting the generation of high value-added revenue opportunities for product specialists and their partners. Participants will leave the workshop with a relationship and product plan for at least one top client, thereby putting theory immediately into practice.  
     
  Methodology  
  Presentations, role plays, case studies, group work and classroom discussion  
     
  Target Audience  
  Product managers, relationship manager partners, senior managers, risk managers and analysts  
     
  Main Topics  
 
Client sales planning: preparation, monitoring, and execution
Consultative sales for product managers and their partners
Analyzing client profitability and risk-adjusted returns
Creating and delivering world-class client presentations
Sizing client potential ("wallet sizing"), understanding wallet behavior and
  building wallet share
  Becoming a Trusted Advisor to the client; the behaviors of top performers
Customer surveys—what do they tell us?
Building client deal teams with relationship and risk partners
 
       
 
  Duration  
  2 days  
     
   
ABOUT US
Who we Are
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Clients
Global Reach
Partners
SPECIALTY AREAS
Retail and Consumer Banking
Commercial Banking
Corporate and Investment Banking
Wealth Management
Treasury and Transaction Banking
Risk Management
Sales and Relationship Management
Financial Institution Management
Sustainable Finance
Leadership and Management
TRAINING
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Performance Approach
Post Training & Evaluation
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