KEY POINTS
> Client relationships
> Retaining existing clients vs. gaining new clients
> Influencers’ network development
> Multi-channel strategy
> Clients process

WHAT HAS TO BE DONE
> Get to know clients and targets
> Conduct a client portfolio analysis (Pareto law, type of assignments, turnover, type of clients…)
> Map clients
> Identify key targets
> Interview strategic clients
> Design and optimize a client dedicated organization
> Improve requests for proposals process
> Create an action plan and plan the development

RISKS
> Focus on firm’s competences instead of focusing on clients’ needs
> Increase client acquisition costs
> Not know clients’ dissatisfactions and/or opportunities
> Not manage conflicts of interest and/or incompatibilities ?

DELIVERABLES
> Depending on stakes and issues
> Client portfolio analysis
> Client development strategy
> Action plan dedicated to specific identified clients
> Client satisfaction survey
> Client opportunities survey
(…)