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  • Reaching Clients

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    There are many ways for firms to stay in contact with clients to build relationships, including publications, events, meetings, phone calls, emails, and recognizing clients' successes. Some relationship-building ideas are driven by the client, sector, or calendar, such as attending board meetings, acknowledging anniversaries or birthdays, or participating in industry-specific events. Other ideas include doing favors, sharing news and research, recommending contacts, and thanking clients. Developing thought leadership initiatives or roundtables are also suggested for building relationships.

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    There are many ways for firms to stay in contact with clients to build relationships, including publications, events, meetings, phone calls, emails, and recognizing clients' successes. Some relationship-building ideas are driven by the client, sector, or calendar, such as attending board meetings, acknowledging anniversaries or birthdays, or participating in industry-specific events. Other ideas include doing favors, sharing news and research, recommending contacts, and thanking clients. Developing thought leadership initiatives or roundtables are also suggested for building relationships.

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    13 views4 pages

    Reaching Clients

    Uploaded by

    mgizellos
    There are many ways for firms to stay in contact with clients to build relationships, including publications, events, meetings, phone calls, emails, and recognizing clients' successes. Some relationship-building ideas are driven by the client, sector, or calendar, such as attending board meetings, acknowledging anniversaries or birthdays, or participating in industry-specific events. Other ideas include doing favors, sharing news and research, recommending contacts, and thanking clients. Developing thought leadership initiatives or roundtables are also suggested for building relationships.

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    of 4

    There are lots of different ways to keep in contact with your clients to build or nurture relationships.

    Here are a few ideas:

    1
    1.1

    Reaching Clients
    Contact ideas driven by YOU

    y y y y y y y y y y y y y y y y y

    Publications (with personalisation e.g. email header or compliments slip) Corporate hospitality Seminar invitations Access to our research facilities e.g. gathering market data for clients on their market Events e.g. team events, family events, entertaining their counterparts Emails issue alerts, warnings, opportunities, points of interest Client listening: relationship reviews, matter reviews, pitch reviews Informal contact (breakfast/coffee/lunch/dinner) Formal meetings News cuttings/email news alert services for our clients focused on their targets Telephone catch-ups One-to-one briefings Cross-selling introductions Proactive proposals/deal origination Communicate relevant new hires Communicate deals summaries at the end of the quarter in relevant sectors Secondment-related activities

    y
    1.2

    Invitations to participate in/join our off-sites

    Contact ideas driven by the client/sector

    y y y y y
    1.3

    Financial or budget cycle Annual results Board meetings/senior management team meetings Invitations to you Anniversaries e.g. of a deal, a move, a particular incident

    Contact ideas driven by the calendar

    y y y y
    1.4

    Anniversaries of the deal, of a particular client event Birthdays think card, flowers, email Notable dates e.g. Christmas, Ede, Thanksgiving (card/gift/lunch), Industry/sector specific dates

    Ad hoc contact ideas

    y y y y y y y y

    Do them a favour tickets for events, introductions to valuable contacts Recognise client news, congratulate personal and corporate success Comment on client and market news Share appropriate competitor and market news, market research Congratulate on promotion/new job/job well done/birthdays Recommend e.g. put contacts in touch with others that can be of real value to them Commonalities sport, hobbies/interests/family/holidays Changes to legislation/protocols and procedures

    y y y
    1.5

    Thank as appropriate Mementoes e.g. post deal Books/Articles on a relevant subject for the contact

    Relationship building campaigns and initiatives

    y y y y y

    'Thought leadership' initiatives 'Come Brainstorm with Us' (roundtables) Co-development or collaboration on an industry initiative Ask clients who they are targeting for new business and want to be introduced to Ask the client to come in and present to members of our team about their business/their products

    FRONTIER ECONOMICS EUROPE BRUSSELS | COLOGNE | LONDON | MADRID

    Frontier Economics Ltd

    71 High Holborn

    London

    WC1V 6DA

    Tel. +44 (0)20 7031 7000

    Fax. +44 (0)20 7031 7001

    www.frontier-economics.com

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