Development the business and manage the clients better
Part I Business Development -Guidelines for Business Development -8-Step BD Process Opportunity Funnel -Prospecting -Actions and Resources -Understand the Market -Understand the Competition -Understand Your Clients’ Business -Understand What Clients Want -Required Selling Points and How to Pitch -What Are the Keys to BD Success
Part II Client Management -How to Become Trusted Consultant -The Most Common Questions for Consultant -The Territory of the Trusted Consultant -The Evolution of a Client-Advisor Relationship -Four Types of Relationship -Characteristics of Relationship Levels -Some Insights on Trust -Finding the Right Words -A Teacher’s Skill -Dealing with Client Politics -Customizing Your Approach -The Rules of Romance: Relationship Building -The Importance of Mindsets -The Trust Equation -Trust Realms -Individual Failings -The Development of Trust -What Good Listeners Do I -Building Trust on the Current Assignment -The Quick-Impact List to Gain Trust -Some Tips and Reminders
Sheldon has rich experiences in consulting services, he has achieved a proven professional track record over the past 18 years.
Sheldon was Chief Representative China, Amrop Hever Group in 1999. Prior to Amrop Hever, he was General Manager at Moore Hong Leung China Division, and Moore Hong Leong (Guangzhou) Ltd. Earlier, he was Business Development Director, Finance and Human Resources Director of Avery Dennison China Co., Ltd. In early 1990s, Sheldon worked for Arthur Andersen as a manager.
Sheldon graduated with a master’s from Management Department at Nankai University in 1988. He furthered his education in the Business School at McMaster University in Canada.
本课程名称：Business Development & Client Management for Professional Services