A natural development from a Client Relationship Management programme is the creation of a Key Client Management programme.
Typically, this will initially focus on a small number of clients with high potential for increasing share of wallet, broadening and deepening services sold and providing sustainable revenue streams. The programme will put in place a systematic approach to maximising the value of these relationships.
The lessons learned from these leading client accounts can then be applied more widely; they represent good practice which will benefit all relationships.
A collateral benefit of a Key Client Programme for many large professional service organisations is that it provides a structure for interaction and communication between senior professionals. Such regular internal communication is easy to neglect in the normal working day. It is very common for these structured discussions to yield opportunities and benefits that were not initially anticipated. |
