Managing Key Clients Healthcheck

This Healthcheck is designed to help professional services firms assess how they perform in 12 core aspects of key client management. From our experience, success in these aspects tends to protect client relationships from competitors and brings a more profitable and loyal client base.

What does it do?
The Managing Key Clients Healthcheck is a perception questionnaire, completed by a firm. In doing so, they receive a report which gives a detailed assessment of their approach to their key client relationships. This enables those involved in client relationship management to gain a better understanding of the firm’s views and approaches in these fields by:

Giving a snapshot of current strengths and weaknesses in their approach
Identifying areas where support and development is needed to realise greater opportunities

How can it help?
Some firms use a number of their people to complete the questionnaire, in order to obtain a more holistic view of its overall performance in this area. As a result the Healthcheck is a valuable tool when used:

To determine the short and long-term strength of the client portfolio
To identify and support client protection strategies
Alongside fee-income reports – to understand how certain activities and approaches, result in particular income levels from existing clients
As part of a firm’s Personal Development Reviews/Appraisal Systems – to ensure support and development are given in the areas that need it most
As a guide for a firm’s marketing and business development plans – to focus investment on the areas that need it most

For more information about using our Managing Key Clients Healthcheck service, please contact Shelley Hill on tel. +44 (0)1932 260062.