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How To Get More Business From Your Clients


This workshop on getting more business from current clients develops the skills of commercial client facing staff.

It will provide participants with the skills to become trusted advisers by helping the client identify and understand the risks to his or her business.

Our workshops on getting more business from current clients involve learning by doing, not just listening.

Delegates will be on their feet, actively developing their new skills throughout the day.

Course Content

  • Renewals
    • Timing
    • Preparation / recording
    • Importance of the client’s business
    • Value of risk management
    • Team work / Partners
  • Partners
    • Who are they
    • Who should they be
    • Branding
    • Value of developing them
  • New business approach
    • A different approach
    • The ‘What if’ discussion
    • Timing
    • Road map
    • Managing client expectation
  • Added Value
    • Define
    • How to provide it
    • Benefits of it
    • Value v Price
  • Review
  • Personal action plan.

Learning Objectives

  • Identify the techniques that help clients understand risk and how it can affect their business
  • Understand how to structure questions that bring out the need to protect against those risks
  • Explain the benefit of a Business Continuity Plan.
  • Identify sources for risk solutions inside and outside the insurance industry
  • Develop relations with Business Partners
  • Understand the principle of Added Value
  • Develop examples and ‘What if’ scenarios.

Ready to book?

Simply complete the booking form with your details and a member of our team will be in touch with the next available dates. 

Any questions?  

If you’re not quite sure if this course is suitable or are looking for further information, call our team on 0117 244 7221.