Strategic Client Management: Retain and Grow Your Most Important Assets

Strategic client management is a powerful tool to retain and grow existing clients, capture market share, and cross sell your firm’s services. Participants will learn the foundations and key considerations for developing a client management program. They will obtain insights into a proven methodology to drive client retention and revenue growth. Topics covered will include: the strategic imperative, program elements, metrics, and implementation. We will also explore client selection, attributes of client managers, coaching tips, and other ingredients to a successful program. The intent of this session is to develop a dialog around client management where participants can share experiences, ask questions, and take home ideas to enhance the process in their firms.

Wally Hise has 30 years of experience working for engineering and construction firms ranging in size from $20M to more than $1B. His last 15 years were focused exclusively on business development, client management, strategic planning, proposal development, and marketing. Over a 10-year period, Wally facilitated sales and client management training for thousands of professionals. Using this experience, he helped develop HDR’s current client management program. Wally holds a Bachelor’s degree in engineering, is a licensed professional and certified trainer, and is an accomplished speaker and writer in the AEC industry.

8:00 - 8:30     Registration
8:30 - 10:00   Speaker