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World Class Training & CPD for Consultants, Managers & Value Practitioners
Mark Law, Lead Tutor

Please work through the lessons on the right by clicking the indicated links. Each Unit is supported by a webinar in which core concepts are explained, case studies are discussed and tacit consulting skills are shared.

Professional Certifications

04. Building Effective Client Relationships

As consultants, we need to rapidly build effective client relationships. The purpose of this module is to show you how to do this via:

  • Personal impact and building great client relationships
  • Understanding clients’ hopes and concerns
  • Applying the consultancy cycle
  • Becoming our clients’ trusted advisor

Although some aspects of this can be learnt quite quickly, these skills require a long term commitment to  professional development.

Please attend the webinar and complete the following activities…

4.1 Personal Impact & Building Great Client Relationships

You will not succeed in consulting, however clever you are, without the ability to develop and sustain great relationships with your clients. We know some extremely intellectually gifted consultants who struggle to make a living because they never developed these key skills. We also know many consultants with more modest abilities who have built a collection of loyal clients who thoroughly enjoy working with them and as a result keep them busy at high daily fees.

Lesson – Personal Impact & Building Great Client Relationships
Resource – The Trust Equation

4.2 Understanding Clients’ Hopes & Concerns

Clients are normally extremely busy people. After all, if they had the time they would quite likely have tackled your project themselves. They also have many hopes and concerns about your engagement. These are often not shared with the consultant and can be a major block to appointing you as a consultant. As consultants we need to become very good at understanding and dealing with a client’s potential hopes and concerns about an engagement. This allows us to build much stronger relationships with our clients.

Lesson – Understanding Clients’ Hopes and Concerns

4.3 The Consultancy Cycle

So far we have discussed generic client relationship issues that are relevant throughout your interactions with a client. In addition to this, your relationship with the client depends heavily on where you are within the consultancy cycle which we explain here.

Lesson – The Consultancy Cycle

4.4 Becoming Our Clients’ Trusted Advisor

If you can systematically apply all that you learn during this course you will discover that over time you will become your clients’ trusted advisor. This means that you will be the first person they call when they have a problem in your area of expertise. This is a source of great professional satisfaction as well as repeat business. This requires a long term commitment to your development as a professional consultant.

Lesson – Becoming Our Clients’ Trusted Advisor
Resource – Wearing Your Client’s Shoes