Building B2B Client Relationships

In the Australian financial services industry, strong relationships are integral to sales and profitability. Most corporate accounts are characterised by complex structures and involve multiple buying influencers. Therefore, those operating in sales and relationship management functions must use a range of sophisticated strategies to understand their clients’ businesses and create ongoing sales potential.

This short course will provide participants with the essential skills to form and retain long-term business-to-business relationships.

Who should attend?

This short course is ideal for professional advisers, business development managers and account managers in funds management, corporate finance and dealer groups.

What will I learn?

• You will develop an understanding of the process of strategic selling and how to help clients deliver on their goals
• You will also learn how to identify new sales and relationship opportunities and recognise the factors that influence buying decisions.

What topics will be covered?

• selling and relationship building in business-to-business financial services
• effective communication
• critical relationship skills
• becoming a trusted adviser
• managing difficult clients
• identifying opportunities and buying influencers
• understanding the total buyer
• making the sale
• monitoring and building the relationship.

How to register

In-house workshops:

Our workshops can be customised and delivered at your premises giving you access to the training you need, when you need it. For more information or to discuss your training needs, please call 1300 728 505 or via email corporatesolutions@kaplan.edu.au.

Public courses held at Kaplan Professional:

How to register? Please check our Calendar of Short Courses to see if the course you wish to attend is scheduled in your region. If it is scheduled in your region, click the relevant course name and follow the prompts.

Expressions of Interest: We can schedule workshops for small groups at mutually suitable times at Kaplan Professional. If you are interested in attending a workshop, please complete an Expression of Interest form to enable us assess the level of interest for that course. We will then place your name on our waiting list for that particular course and will contact you as soon as we have received sufficient interest to run the course. (A minimum of 8 participants is required to run a course.) Scheduled courses may then be open to the public.

For more information, please call 1300 527 526 or email pdmail@kaplan.edu.au.

* The PD points quoted here are intended to be used as a guide only. Your Compliance Manager or Professional Body may assess this program according to their own guidelines. To receive PD points please take this course outline to your Compliance Manager or Professional Body for accreditation.

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