Client Relationship

Optimizing Key Business Relationships

• Successful organizations sell value
• Not products or services
• Value

Leaders and managers often spend their time managing activities; our approach shifts that focus to managing the delivery of value. We transform your organization’s ability to engage internal and external clients in ways that optimize the value you create for them and make that value clear.

This transformation process includes:

• Alchemizing your relationship with your client from vendor to indispensible business partner
• Shifting your focus from managing activities to managing the delivery of value
• Prioritizing the delivery of value rather than being subject to the Tyranny of the To Do List
• Developing client recognition of the quality of your service and the value you deliver
• Gaining respect, loyalty and appreciation from clients, and reaping the rewards
• Moving outside the Expertise Trap and eliminating the ways it hamstrings your business
• Limiting excessive demands, unrealistic timelines, and last minute fire drills from clients/customers.

Leveraging Business Relationships

Building high value relationships with clients and making sure they understand what you’re providing for them is key to:

• Retaining key customers
• Raising the caliber of clients
• Expanding deliverables
• Increasing dollar volume
• Eliminating price objections and haggling
• Growing your business
• Increasing profitability

Results

Our Optimizing Key Business Relationships program can transform your business in two days! The results? Here are a few examples:

• An environmental engineering firm was often throwing in free work and/or haggling over price with clients. Once they became internally clear about the value they deliver and communicated that to their clients, they not only reduced their “negotiated” invoices by half but also doubled their business.
• The IT group of a large financial services organization reported price objections from 48% of their clients. By shifting the conversation from pricing to how they help clients succeed with the client’s own business objectives, they began to be perceived not as vendors but as high value business partners. This reduced price objections from 48% to 12% . . . . Even though the company increased its prices 50%!
• “Our average contract has just about tripled in scope and price, and the caliber of our clients has gone from local and regional companies to national and international organizations. I’m no longer giving away our time and services or getting less than we’re worth. Steve Lishansky has quite literally transformed my company.” – Heather Lutze, CEO of The Finadability Group

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