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Training Programs: Relationship
Managers
Relationship Manager
Course Overview
This two-day program helps define the role and responsibilities
of the Relationship Manager in the distribution company and provides
processes, techniques and tools to better meet those responsibilities.
Participants define their level of commitment (service) and the
expected level of commitment in return for each of their most important
relationships (both internal and external). We call this the “balanced
relationship”, and ask not only for its definition for each client,
but also for the metric by which it will be measured. Exercise and
discussion throughout the program also address:
- Gathering pertinent information from accounts
- Determining the amount of time required to conduct a successful
“balanced relationship”
- Developing predetermined meeting objectives and accompanying
action steps at critical stages of the relationship
- Determining performance measures for both the account and
the account manager
Shared best practices for client and internal reporting, meeting
follow-up and communication tools round out the participant
experience.
We conduct open enrollment programs at our
corporate headquarters in Naperville, IL. Each program accommodates
anywhere from 10 to 24 sales professionals from a variety of financial
services firms. This variety provides a unique opportunity for
the exchange of individual best practices. One of the benefits
of an open enrollment program is convenience. |
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