TOTAL CLIENT MANAGEMENT
STRATEGIC BUSINESS DEVELOPMENT ISSUES
OVERVIEW

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.

Sales

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:

• externally focused
• internally responsive

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.

Research Professionals

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:

Internal - Selling research ideas to salespeople and maximizing the "story" potential to the client.

 

External - Uncovering client investment and portfolio strategies in order to explore potential opportunities to position and sell specific research ideas and, ultimately, broader research ideas, strategies and solutions.