KEY POINTS > « Know-How » vs. « Must-Do » > Peters’ principle > Chargeable hours vs. non chargeable hours > Client relationships basics > Client development techniques WHAT HAS TO BE DONE > Understand partner’s development objectives > Understand partner’s competences and market > SWOT analysis...

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 >...

KEY POINTS > Aligning offering, competences and market > Packaging firm’s offering > PUSH strategy vs. PULL strategy > Firm’s offer mapping WHAT HAS TO BE DONE > Understand firm’s strategy and positioning > Define offering features (issues, scope) > Define value proposition (client needs) > Define...

KEY POINTS > Confidentiality > A clear strategy > Partners’ buy-in of the external growth strategy > Internal consequences > Client consequences > Image consequences WHAT HAS TO BE DONE > Define a clear presentation of the...

KEY POINTS > Human factor > Driving and managing change > Partners’ commitment > Taskforces > Strategy and governance > Internal communication > Partners’ matters > Finance / Insurance > Deontology / Risk Management /...

KEY POINTS > Aligning firm’s strategy and marketing strategy > Optimizing marketing budget > In sourcing vs. outsourcing > Structuring organization > Defining roles and responsibilities WHAT HAS TO BE DONE > Create the Marketing and/or...