Clients for Life® Protects $20 Billion in Client Contracts Globally
Tenacity don’t just teach client retention. We do it every day for leading companies around the world, using the Clients for Life®
client retention process.
In the super competitive world of outsourcing, tenacity means simply the ability to hold on to the existing client base as the real foundation for profitable growth.
Holding on to current clients...easy to say, not as easy to actually achieve. Attrition rates in many contract service segments range from 10% to as high as 30%. The effect on profitability is enormous.
Tenacity has created a business niche evangelizing client retention. We teach a unique management paradigm called the Clients For Life Client® Retention Process. Mastering the principles of managing expectations, nurturing professional relationships, creating relevant value and other topics, Tenacity has developed an intensely loyal following.
Without question, expertise in managing not only the acquisition of clients (everybody has a Sales VP), but the retention and renewal of them (few, if any, have a dedicated Retention VP), is a fast emerging trend. Says Lisa Galanti of Fitzgerald & Co. in Atlanta, a Tenacity client: "Really being competent at retaining clients is like the weather …everybody talks about it in this business, but no one's done anything about it. Until we did. It's not enough anymore just to be good at what you do.”
Call us today at (877) 642-0701 and learn how Tenacity can help you keep the clients you've worked so hard to get.
CLIENTS FOR LIFE LEARNING CENTER
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Right Clients,
The very worst thing any management team can do is to allow the sales organization to deterimine the strategic direction of the firm by selling to anyone that wants to buy.
Right Terms® -
PostMortem Auditssm
Knowing why you lost the account is critical to avoiding more losses in the future. The problem is getting past the egos and biases of your own team. Uncovering the truth is the only way to prevent the same things from happening again and again. -
FreshEyes® Review
PostMortem audits are incredibly valuable. What’s even more valuable is to have a 3d party assessment of client health before you lose it. Tenacity’s consultants will help you understand the risk profile of each of your accounts.
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Common Threats Analysis
When you identify the root causes of client attrition, common themes emerge that often impact the whole organization, not just sales. These causes must be addressed strategically by senior management. -
Employee Education
The Employee Education process involves understanding and managing client expectations, nurturing your professional relationships, and proactively delivering your technical expertise.
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Web of Influence®
Accounts are most vulnerable to loss when staff changes happen on either side of the desk. Single relationships become single points of failure. You simply cannot allow your business success to be dependent on any one relationship.
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Relevant Value
Too many account managers try to maintain clients by offering value that means nothing to them. Only by understanding and quantifying client expectation can we position services to create maximum relevant value. -
Team Account
Traditional account retention approaches fail because they fail to take into account the realities of the renewal process. T.A.R.P energizes the entire team.
Retention Planningsm
(T.A.R.Psm) -
Client Retention Process