Value Client Relationships. Drive Profit. And Thrive.
Linda Sharp
Concurrent Session: Su12: Sunday, October 23, 3:15-4:45PM
What clients would you want more of and why? What makes a client profitable and what is their potential for profitable growth? What consultant relationships do clients value and why do clients buy, stay, or leave?
In this interactive session, Linda Sharp will share her insights and invite you to share yours on questions like these to help you achieve exceptional results. Her contention is your best potential clients are most likely among those you have already–if you pay attention to some client fundamentals.
Linda will show you how to immediately apply her winning advice to: 1) Listen to clients you’d like more of; 2) segment by profitability; and 3) do what creates value for your clients—and stop doing what doesn’t. Consultants who do will value their client relationships, drive profit, and thrive.
About the Speaker
Linda Sharp is CEO of Religence, a customer-focused performance management consulting firm specializing in the Religence Framework for CRI (Customer Relationship Intelligence). Linda has run her own consulting firms for more than 30 years, observing success in marketing with a mathematician’s eye. Her insight, captured in her CRI patent and in the Religence Framework, links strategic planning to operational execution and customer relationship metrics to profitability.
A sales and marketing innovator and integrator, Linda was well ahead of the movement to customer-centric thinking, having pioneered the use of Voice of the Customer research. By focusing on the customer and profit, her teams have helped clients do significant business even in the midst of economic downturns. Her firm has helped a technology company build a billion-dollar business in the 80s, an environmental engineering firm double its business in three years in the 90s, and an insurance company turn around—from years of shrinking market share—to growing by 80% during the current Great Recession.
Learn more about her ideas in her new book Customer Relationship Intelligence: A Breakthrough Way to Measure and Manage Sales and Marketing.
Linda is also a thought leader and pioneer in strategic alliances. She founded the Strategic Partnering Special Interest Group in the Institute of Management Consultants (IMC) in 1995. With her colleagues, she wrote a comprehensive practical guide to ethical and responsible practices for people working together in successful strategic alliances.
Website: www.religence.com http://www.catoctin.com
Blog: www.whyflyblind.religence.com (Soon to be launched.)
