Relationship managementTraining by KBA
Our business relationship management programmes focus on the relationship, building the skills needed to establish strong and lasting connections with your clients, suppliers and stakeholders.
KBA relationship management programmes ensure your team develops the skills to build the kind of long-term business relationships that ensures your company is well trusted, ensuring steady business. You may have technical experts who are brilliant within their own field but lose confidence when having to create better business relationships and fall back on their expertise (thus potentially boring the client and dazzling them with too much data). Gaining clients’ confidence and trust in you and your company is key to developing good business relationships.
Gaining clients’ confidence and trust in you and your company is key to developing good business relationships. Too often, consultants, salespeople or other company representatives go into meetings and bombard clients (or potential clients) with too much information. This means that it is less about your product and a whole lot more about how you connect and engage with your client. You need to be a ‘safe pair of hands’ and at the same time have the skills to engender trust, understand your client’s needs and get under the skin of what is going on their company.
Equally important, is the ability to establish unspoken agendas and to deliver messages the client may not want to hear. Often, a client thinks they know what they want, and once you dig around a bit you realise that they need something quite different or in addition to. On the other hand, sometimes clients can be a bit vague and only have a general idea of what they want, so part of business relationship building is to tease out needed information without giving them the third degree. Whether it’s a ‘beauty parade’, a tender presentation, an informal meeting, or a straightforward pitch for business, the better your business relationship building skills, the better your chances are of convincing them to ‘buy you’.