TOTAL CLIENT MANAGEMENT
STRATEGIC BUSINESS DEVELOPMENT ISSUES
Total Client Management requires both an intellectual understanding
of strategy and concepts
and a tactical understanding of the behavioral skills involved in implementing the strategy.
The results of Total Client Management should be a defined skill base
which represents a mix of marketing and strategic selling skills together
with an understanding of how these skills operate
organizationally. The total efforts of the organization should be both:
The training should be designed to help all sales and selling-related
professionals maximize their
competitive position with clients and work together more efficiently and profitably.
Effective research professionals must be able to "sell" their
research ideas to both the internal
salesforce as well as the external client. The efforts of this group are to approach business development with the following focus: