It’s 2008. Your firm is desperately strategizing how to win enough work in this deep economic downturn to keep the lights on and the doors open. Slowly at first, you respond to the need to cut expenses by downsizing employees. Who do you keep? Of course, you work hard to keep all of your “A” players.

Why are we talking about this? Because during that time and the years following, your clients grew to expect the “A-Team” on every project. Today, as companies are busier than ever, and with the talent war in full swing, no firm can propose on a project with all recognizable “A” players. What impact does that have on your relationship with that client? Do they feel they are regretting the backup players?

This interactive presentation will begin with an overview of why clients’ expectations have risen, what fueled the talent war, and the substantial impact these challenges are having on firms. 
Through a series of case studies and best practices, you will then learn how to identify the attributes that matter most to your clients, purposefully develop your team members based on their strengths, match the right team members to the right clients, and effectively introduce and position new team members to clients as part of the “A-Team.” All clients want the sense of security knowing they have your firm’s “best” assigned on their project. 

Meanwhile, your staff, stretched thin and feeling compelled to constantly produce can burn out if you aren’t careful. Did you know that the average firm is over-delivering 22% of the time? In real terms, most firms are spending 6% of their billable hours on supposed value-adds that don’t add meaningful value. Identifying these situations can give taxed staff the breathing room they need to avoid burnout.

Combined, these strategies help you find and retain the best clients, generating the most profit, while being most satisfied. And your staff will be assigned to meaningful work they enjoy, with clients who love them, while maintaining a healthier workload.

Audience Key Takeaways:

1. Recognize the specific clients that may be impacted by the current talent war and how to navigate this challenge
2. Develop a process to effectively introduce and position new team members to clients
3. Implement tools to identify the attributes that matter most to your clients, develop team members based on their strengths, match the right team members to the right clients, and avoid over-delivery

Speaker Bio:

Ryan Suydam co-founded Client Savvy in 2004, helps firms create fierce client loyalty by designing, implementing, and measuring client experiences. He has coached over 300 organizations and over 10,000 professionals on the skills required to be “client savvy.” His clients are twice as likely to be recommended by their clients, three times as likely to realize above-average financial returns, and consistently attract and retain better employees. 

If you register and then feel you are experiencing COVID-19 like symptoms, please let the SMPS Research Triangle host know and stay home. By registering and attending this event, you voluntarily assume all risks related to exposure to COVID-19 and agree that SMPS Research Triangle is not responsible for any health-related issues regarding the event.

Items of Note:

• Walk-ins will not be permitted for this event. Space is limited - please register early. Once registration limits have been met, a waitlist will be created.
• Online registration will end on the Tuesday before the event at noon.
• Member of SMPS, but not the Research Triangle Chapter? Proceed through registration as a GUEST to see the discount ticket available to all members of SMPS.
• Cancellations made prior to the registration closing date and time of an event will receive a refund, minus a 4% processing fee. Due to our commitments with our venues and food and beverage vendors, no refund will be given after the registration closing date and time.
• If you are an annual sponsor, event sponsor, or would like to become an event sponsor, please reach out to Trang Vu at sponsorship@smpstriangle for registration.
• If you have any questions about this event, please contact Victoria Edwards at [email protected].
• SMPS Research Triangle reserves the right to use any photograph/video taken at any event sponsored by SMPS Research Triangle, without the expressed written permission of those included within the photograph/video.

DOMAINS

• 1. Marketing Research
• 2. Marketing Planning
• 3. Client and Business Development
• 6. Management