Better manage your client portfolio
The client portfolio is among the best assets a company can build. And its proper management is, in a way, the guarantor of the company's future.
Not sure how many targets your client portfolio currently includes? Want to know the different types of clients you're reaching? Or do you want to understand the additional revenue generated by each sales opportunity? Contact the KESTIO team to find out how to better manage your project portfolio.
At KESTIO, we offer a specific and tailored business coaching solution to suit your situation, particularly on the subject of client portfolio management. Through the training courses we offer, our aim is to optimize your organization's sales and marketing performance.
The client portfolio is a document that gathers all the clients that a company has at a given moment. All information relating to clients is found in this document (contact details, projects related to each client, correspondence obtained during prospecting actions, etc.). Client portfolio management, meanwhile, refers to a function assigned to the company's sales department. This involves the management, maintenance, updating of the document, analysis of performance indicators, and development of the number of clients constituting the client portfolio.
Client portfolio management, what is it first?
Optimize client portfolio management – our solutions
To develop a client portfolio, you need to implement standard communication operations as well as direct and operational marketing strategies. Setting up actions that promote business development and expand the company's network is also essential. After that, you need to qualify prospects, and often the use of management tools and CRM is essential. These centralize data and allow client portfolio managers, sales representatives, sales teams, and company salespeople to access it at any time.
If you want to learn how to manage your client portfolio rigorously and efficiently, don't hesitate to contact us. We teach you how to analyze your client portfolio using software. As a specialist in the field, we help you understand the winning attitudes and establish a relationship of trust with your clients in order to better meet the needs of each of them.
Evaluation of your organization and your sales and marketing practices
To provide solutions that enable the development of your company's client portfolio, our experts consider several criteria to assess your maturity level. Through this analysis phase, we can identify all the areas for improvement regarding your sales and marketing practices.
Setting sales objectives
Regardless of your company's sector, it's impossible to launch sales initiatives without first defining sales objectives. Optimizing your client portfolio must include this step.
When developing sales objectives, we take into account several factors such as your sector of activity and your current resources, in order to help you define ambitious, realistic objectives and develop a suitable business strategy. These objectives are refocused around a previously defined sales action plan and a marketing plan. They must also relate to:
- Signing contracts with new clients, considering the conversion rate of prospects into clients, the revenue generated, and the average cost of customer acquisition.
- The rate of clients you want to sign through cross-selling or up-selling.
- Forecasting the percentage of clients who renew if the offer requires renewal of existing contracts after a certain period.
- Customer loyalty
If you believe that the team in charge of customer relationship management and the portfolio manager in your company are not yet able to develop SMART objectives (Specific, Measurable, Achievable, Realistic, and Time-bound), our training could also be very useful to you.
Analysis of customer types
In our training program, our coaches will give you all the secrets you need to know so that you can define your customer types and segment your customer base according to:
Services and products you offer, to divide targets according to offers and the expertise of your sales team
Budget deployed by each client group or the turnover generated
Client's turnover or company size
Once your client typology is established, all that remains is to segment the client base. With the digitization of various processes, the use of a CRM is essential to easily create segments of potential prospects and clients. If you are not yet using a CRM, please note that coaching in CRM, telephone prospecting, sales, and client relations are on our list of areas of expertise.
Implementation of an action plan adapted to each customer segment
Each marketing segmentation of your company's client portfolio should correspond to a specific, tailor-made commercial and marketing action plan. Through our coaching program, you will define the levers related to sales prospecting, up-selling, and cross-selling (promotional mailing, free demonstration, specific webinar) to generate interest from your targets and encourage them to generate more commercial opportunities. This action plan also places great importance on customer loyalty. This step relies on sending satisfaction surveys and newsletters, or even requests for testimonials.
Customer portfolio management
Once the client portfolio is ready for daily use, our training program enables your sales representatives to:
Prioritize sales opportunities
Enrich customer files by adding all the key information
Monitor and analyze your company's sales performance indicators.
Improve sales techniques to reach more targets
We develop for you a management tool and a statistical tool allowing the sales team of your company to monitor the results and performance of the actions carried out. Note that the sales training and client portfolio management training program offered by KESTIO is aimed at all profiles: sales director within large groups, sales development manager, client relations managers, business developers, portfolio managers, technical sales representatives with VSEs/SMEs, etc. Our objective is to boost your client knowledge, develop your sales activity and grow your business.