The importance of strong client relationships to firm growth and profitability cannot be overestimated. This subject focuses on the ‘how to’ in terms of building profile, developing a pipeline of prospects, pitching and pricing to existing and prospective clients and ongoing relationship building.
You will learn how to become a trusted advisor and develop a client management plan.
Subject Code: TBA
A subject in or credit towards the Master of Legal Business
10 CPD POINTS
Taught by Joel Barolsky
This subject is ideal for those responsible for client management:
• Client relationship managers and directors
• Business development managers and directors
• Managing partners
• Practice managers
On successful completion of the subject students will be able to:
He is internationally recognised as an outstanding advisor, facilitator and educator to professional service firms, practice teams and client relationship partners. He is a noted expert in the fields of business strategy, client relationship strategy, marketing, business development and pricing. He is renowned for big-picture thinking and creative problem solving. Joel has been a speaker at numerous industry conferences and is frequently quoted in the professional services press.
Joel has advised over 100 of Australia's leading professional service organisations. Over 70% of his client are repeat clients or come directly from referrals from existing clients.
For a period of 16 years Joel was a Principal at Beaton Research & Consulting, Australia's leading provider of management consultancy services to professional service firms. Prior to Beaton, Joel was on faculty at the Melbourne Business School and the Wits Business School in Johannesburg. His career commenced with IBM Australia.