Bd  Wally Hise 5 E1485920469107

01 Feb, 2017

Strategic Client Management Event Recap

Emily Havelka

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Over 40 AEC professionals packed the downstairs conference room in MOI’s downtown DC office on January 11 to join speaker Wally Hise of HDR for his fantastic educational presentation on strategic client management. Wally outlined the cornerstones of developing a strategic client management program, emphasizing that it is a long process requiring time in months and years, not hours or days, and pointed out that client management is a whole different animal from pursuits.

Essentially, Wally boiled building a strategic client management program into planning the plan and enacting the plan. He outlined how to select key clients, how to select an engaged internal team, and what client research you need to consider when planning your plan. Enacting the plan is being patient, assigning ownership rather than immediately expecting buy-in, and having honest conversations about results (and not expecting to see them overnight). One of the most jaw-dropping revelations Wally offered was that when enacting a strategic client management plan, you should try to have conversations with your key clients about it and get their input!

With a format that was conversational rather than lecture-driven, the presentation encouraged dialogue around how and why we as marketers need to prioritize client retention, and how we can do that strategically and effectively. To learn more about Wally's approach to strategic client management, click here.

After the event, Wally even donated some extra time to an additional question and answer session for those who could not be in attendance. That Q&A was held in real-time online via Facebook Live after the event, and the video is available to view anytime on SMPS DC’s Facebook page.

Emily Havelka
Proposal Coordinator
Grimm + Parker Architects