Client Leadership Workshop

Client Leaders Must Be Adaptable

Communicators
Overview:
Understanding ones MBTI preference
The Client Leadership Workshop helps organizations
from an experiential perspective provides
develop their account and client-facing leadership in order to
powerful insight into ones communica-
uplevel and strengthen client relationships.
tion strengths and blind spots. Most client
leaders do not understand that without the
In a market place where it is increasingly difficult to
ability to assess client preferences and adapt
differentiate products or services, clients often make their
accordingly, their ability to quickly connect
final buying decisions, or decide where to invest in additional
and build rapport is significantly reduced.
work, based on whom they feel most comfortable working
with. They want to work with people they trust.
Communication guidelines like the one
shown here help to prevent some of the
Growing your client-facing staffs ability to adapt to the
common mistakes in client meetings, such
interpersonal and influence preferences of your clients helps
as failing to show client focus through skillful
to ensure solid client partnerships, more effective working re-
listening and insightful questioning.
lationships and stronger and more consistent revenue streams
from organic and net new growth.

Client Leadership Workshop may be the right solution if your

company needs to:

Develop a stronger pipeline of client-facing talent

Create a stronger culture of client focus and satisfaction
Improve retention of key clients
Boost organic growth
Enhance internal team collaboration to better serve a
strategic client through cross or full-service selling

I found the Client Leadership Workshop to be inspiring, engaging and enlightening. To be totally honest, I got much more out of
the workshop than I had expected, both from a personal and professional standpoint.

Manager, Global Strategic Planning

Program Details
Who Should Attend
Any account leader who needs to grow their client-
facing skills, confidence and influence should attend.
These skills are also key for business development
talent who need to quickly create rapport and connec-
tion during pitches.
How Your Company Will Benefit
Enable Account and Discipline Leaders to
Interact and influence clients more successfully
through understanding of ones communication
preferences/blind spots
Achieve trusted advisor status
Give client feedback in a way that builds trust and
keeps the account on track
Collaborate better internally and understand how
to deploy cross-selling
Build their up front team presentation skills
Ensure that the entire client services or account
team is aligned on messaging and approach
Delivery Options
On-site delivery (2 days)
Customization available for additional fee
Conducting this program with an intact, cross-
discipline client services team for a strategic client
offers additional benefits
Prework for the program:
The Myers Briggs Type Indicator, used to
determine strengths and blind spots in inter-
personal styles
The Influence Style Indicator, a self assess-
ment which measure ones preferences in
the use of the five key influence approaches
Prep for a team presentation to be delivered
and videotaped live during the program
Key Frameworks:
Adapting ones communication style to the
preferences of the
client
Building organizational and
individual trust and credibility through inter-
personal behaviors
Listening to comprehend
Giving and receiving client feedback
Collaborating across disciplines
About ESi
Executive Savvy is a coaching and consulting firm
dedicated to helping leaders accelerate their
growth and align their skills with the needs and
strategy of the business. We have re-defined the
word savvy to express the intersection of Ex-
perience, Insight and Presence. More than just
cleverness (the traditional definition of savvy),
todays executives need to lead with wisdom and
with heart. At the same time, they have to drive
business results, build teams and culture and be
role models for corporate citizenship. They must
be agile learners and visionary, innovative think-
ers. Partnering with an Executive Savvy coach can
accelerate and sharpen the focus of your leaders
on the right business issues and opportunities.