Keeping the Client in Play: Managing Your Contacts Between Projects

With many clients, a significant amount of time elapses between the end of one project and the start of another. This is typically the time when the relationship with that client lies fallow. Yet, this is also the ideal time to ensure good references, get referrals, and demonstrate value from the engagement. This presentation talks about why that gap exists, what can be done during the gap (by both marketing and business development) to help you win business from similar clients, and how to ensure that the relationship with that client remains solid until the next project opportunity.

(1.25 SMPS CEUs/1.25 AIA LUs)

Learning Objectives:

• Learn why so many client relationships die off after a project ends.
• Develop strategies for closing the loop between project end and next engagement so existing clients stay existing clients.
• Get practical advice for how to overcome obstacles when it comes to to gathering references, referrals, and ongoing client communication.