Perspective Matters: Defining and Understanding Your Clients
The Program. The economy continues to be challenging for consultants and their clients. Establishing and building strong relationships with your clients is more important than ever. But, how can you establish and build strong relationships if you don't know who your clients are? Focusing and prioritizing your resources and energy is more important than ever. But, how can you focus and prioritize if you don't know which clients are most profitable for your business?
Knowing who your clients are, more importantly, knowing who your BEST clients are will help you be more effective and efficient in your marketing, operations and client service efforts. In this session, Dr. Beaty will help fine tune your understanding of your client base and help you make better business decisions by
· Providing a framework for thinking about your range of possible customers
· Reviewing the pros and cons of different client definitions and how those impact your business
· Offering guidelines for assessing and addressing disconnects between your perceptions and your client's point of view
· Discussing how to select the most appropriate number and type of customer segments and targets
You will leave with ideas and tools to help you build strong, profitable relationships with your clients (and help your clients do the same with their customers!).
Dr. Dave Beaty is the founder of Beaty & Associates, Inc., a Denver based firm specializing in strategic planning and marketing research. Dave has over 30 years experience providing business-to-business and business-to-consumer market research as well as strategic marketing consultation services to Fortune 500 corporations, privately held companies, and national non-profit organizations. Dave has a Ph.D. in Social Psychology from the University of Colorado-Boulder, served on the faculty of the University of Wisconsin, and taught at the Colorado Graduate School of Banking. His keen understanding of human behavior provides critical insights for organizations that view customer relationships as central to their success.