Strategy Advisor > Client Relationship Leadership

Strategy advisor: Client relationship leadership

Ross Dawson is a globally recognized strategy advisor who works with major professional and financial organizations globally on enhancing their client relationship capabilities.

Client relationship leadership

Overview

Ross Dawson, renowned author of Developing Knowledge-Based Client Relationships, now out in its second edition, works with major organizations to assist them in designing and implementing programs to enhance their effectiveness at leading major client relationships.

Engagements can include:

• Framing priorities for enhancing client relationship capabilities
• Running developments workshops for relationship executives and partners
• Developing and implementing programs for knowledge-based client relationships
• Helping set client relationship processes and systems
• Highlighting existing best practice within organizations to shift culture and practice

Client examples

A major law firm worked extensively with Ross Dawson on a variety of internal programs to enhance their client relationship capabilities. These included full-day workshops for their relationship partners, an internal best-practice playbook using examples from real clients and admired relationship partners, a workshop at the firm’s annual offsite, and the design of a program for mutual capability development among established and aspiring relationship partners.

The financial markets division of a major bank engaged Ross Dawson to design and deliver a program to enhance their salespeople’s ability to actively engage in their clients’ decision-making processes and build trusted advisor relationships.

A large engineering consulting firm worked with Ross Dawson to develop a framework for managing its multi-party relationships on major infrastructure projects, and implementing that through some lightweight processes and workshops to build alignment around the new approaches.

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