Building Client Management Capabilities
in Professional Service Firms

Prerequisite: Participants must have previously attended the Leading Professional Service Firms program.

New Program

Many past participants of Leading Professional Service Firms (LPSF) have requested a follow-up program on strategic client management. To address this need, Harvard Business School (HBS) Executive Education is pleased to introduce Building Client Management Capabilities in Professional Service Firms. Designed to build on the LPSF experience, this new leadership development program provides best practices for improving the capabilities of the professionals who manage the firm's most important client relationships and proven frameworks for embedding the client management process within the entire firm structure.

As you know, growth depends on selecting the right clients and building strong and mutually fulfilling relationships with them. To succeed, the firm needs well-defined criteria for selecting clients and projects and for assembling an overall client portfolio tailored to both utilization and expansion of its capabilities. Its professionals need a comprehensive skill set that includes the social intelligence to establish a trusted rapport and discern clients' needs, the ability to develop creative strategies that map to organizational strengths, and the leadership to leverage resources that deliver outstanding results. Yet most professional service firms are challenged by the client management process and want to improve their ability to develop and manage strategic client relationships.

What You Can Expect
This unique program explores the critical steps required to develop a rigorous and effective client management process and the capabilities needed by individual professionals in charge of these relationships. As a result of your intensive learning experience, you will emerge with the skills, confidence, and knowledge to build a client relationship program that meets organizational growth goals.

Your Course of Study
Featuring case studies, panel discussions, interactive lectures, and group workshops, this in-depth program explores the issues firms must consider to enhance their client management capabilities. Working with HBS faculty and peers, you will develop an action plan aimed at improving client relationships.

Who Is Right for the Program
To qualify for admission to this leadership development program, attendees must have participated in the Leading Professional Service Firms program at HBS.

Dates and Fees
December 13–19, 2009
Fee:$10,500

The program fee covers tuition, books, case materials, accommodations, and most meals.

Programs, dates, fees, and faculty are subject to change.

In accordance with Harvard University policy, Harvard Business School does not discriminate against any person on the basis of race, color, sex or sexual orientation, gender identity, religion, age, national or ethnic origin, political beliefs, veteran status, or disability in admission to, access to, treatment in, or employment in its programs and activities.