Course 400: Client Development for SMEs

This is an advanced course for SMEs who serve as engagement partners on enterprise accounts. We commonly refer to this course as “Advanced Farming” due to its focus on tilling one’s own soil. The most readily available source of new engagements is current clients. We focus on cross-selling, on industry and client knowledge, on opportunity spotting, and on establishing oneself as a trusted advisor and partner (rather than a transactional provider) to encourage your clients to loop you in during the planning stages of their business activities. We also address the dangers of becoming over dependent on a single client and how to prevent yourself from becoming a “whipping boy.”

Like all Clientis Learners, enrollees in this course have access to (i) the Clientis Business Plan Dashboard where you can create, edit, and even export your annual business development plan and (ii) the Clientis Knowledge Base containing written guidance on all aspects of business development.