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HIGH PERFORMANCE CLIENT MANAGEMENT FOR PRODUCT SPECIALISTS
 
     
  Summary Description  
  High Performance Client Management (HPCM) is a dynamic program 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 course with a relationship and product plan for at least one top client, thereby putting theory immediately into practice.  
     
  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
  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  
     
   
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