Contacting a client to learn about a project opportunity is one of the first steps in winning exciting work. Relationship-building becomes essential, so establishing rapport and listening to what various client representatives have to say about the project scope, hot buttons of concern and the dynamics of the players is vital to building a road- map to win. Participants will get an overview of how clients choose, learn what techniques are effective to engage clients and build rap- port, and identify the elements of their communication skills that can be honed to get the most out of their marketing efforts. Mock client meetings for an oh-so-fabulous jewel of a new project will give participants – divided into fictitious teams- interactive time with some colorful characters on the selection committee to get the info they need to be victorious as the selected team.
Review ways that better understand clients to promote differentiated value.
Attendees can apply the process to help their company and their ongoing business development efforts.
Attendees will learn what techniques are effective.