This course covers the critical skills required to acquire and build sustainable relationships. It is designed with the objective of achieving a clear understanding of what constitutes a successful client management strategy. The use of role-plays and class simulations will be incorporated into the session to provide participants with the opportunities to practice what they have learnt. Topics include a framework for establishing rapport and techniques for enhancing trust with clients, proven techniques for more effective negotiations, strategies to managing the pipeline, identifying opportunities and expanding connections. The course also covers understanding client segmentation, adopting an entrepreneurial approach to building a client book and how to leverage internal resources to help your clients.