Cross-selling and referrer management accelerator
Topics covered
Planning
• Referrer management in BD context
• Direct vs indirect selling
• Planning process
• Segmentation and goal setting
• Information systems
Breakout
Existing clients – cross-selling and recommendations
• Integrated and standalone programmes
• Analysing and prioritising clients
• Listening and satisfaction programmes
• Internal communication and collaboration
• Supporting fee-earners
Breakout
Working with external referrers
Breakout
• Understanding why they refer and targeting
• Referrer profiles, teams and plans
• Relationship development activities and campaigns
Breakout
• Building profitable relationships – core skills
• DMU, value propositions and lessons from KAM
Summary and close
To facilitate interaction, workshops are restricted to 18 attendees – maximum of four from the same firm.
Pricing
First attendee £240 +VAT
Second attendee £230 + VAT
All subsequent attendees £220 + VAT
Cancellations/Substitions
Due to the restricted number of places, refundable cancellations are only accepted up to one month prior to the event (a cancellation fee of £25 + VAT will be incurred per person). Substitutions can be made at any time. PMI reserves the right to cancel with no liability beyond refund of fees paid.
Eligibility
This training course is open solely to member firms of the PM Forum, a worldwide group of over 3,000 marketers in professional services firms.
