How to gain and retain clients

How to gain and retain clients

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499 USD
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FORMAT: Online, In-person
LECTURER: Hilary A. Fordwich

All business growth is based upon a firm’s offerings being WANTED by prospects and clients, not just being needed. Students attending this session will learn how to generate WANT so that their technical skills are further leveraged by the fact that people will WANT to work with them. Such client/customer relations ensure that the graduates of this program help a business to grow. Relationships build business and activities that support relationships are the most cost-effective means of gaining and retaining new clients.
This program is inspirational and motivational while also extremely tactical and practical. Students in this program build skills while being empowered with tactics and techniques to expand the client base. These “customer relationship skills” are formalized in this program that teaches customer relationship business development skills.

Takeaways include:

  1. Case studies from over 30 years of working with professional service firms to grow their businesses
  2. Tactical tips to build lasting, successful, beneficial relationships that result in new clients
  3. Human relationship truths to apply for gaining and retaining clients as well as employees in every complex situation.

Lessons of the course

Lesson 1
• Principles of the WANT flexible/user-friendly framework
• The science of Human Engineering or “human relationship truths” and how to generate WANT including The Five “C”s for effective business relationships is explained, delivered, and presented with real-life examples
• Why people WANT to work with certain professionals (and not others)
• Session is experiential (rather than didactic) and interactive
• Homework includes being perceptive regarding the work world & reporting back in Lesson 2

Lesson 2
• How to individually apply the principles in “real life” experiences to further the growth of their firm
• Applying the WANT principles in every email, voice mail, presentation, and all client interactions
• Leveraging the WANT framework to build a lasting, successful beneficial relationship to grow business
• Reporting back findings from Lesson 1

Lesson 3
• How were the 5 C’s leveraged, reporting back from Lesson 2 and bringing troublesome emails
• What worked well and which C’s were the most effective and why
• The “ALWAYS” of beneficial interactions makes sure that all the content is most memorable

Lesson 4
• Analysis of progress from Lesson 1 and assessment of current skills
• Sharing of case studies and real-life examples
• Emails, LinkedIn approaches, reporting to superior tactics by gender and generation

Hilary A. Fordwich, President and Founder of Strelmark, LLC

  • International consultant
  • keynote speaker
  • contributor to national news

A proven global business development leader with a career spanning more than 30 years and expertise that includes building practices, client firms, and her own successful consulting firm. Additionally, combining her sales, media, and business development background she Hosted Government Contracting Weekly, on W*USA- TV9 the Washington DC affiliate of CBS.

For more than a decade, Hilary served as head of global business development and sales for the international accounting and consulting firm KPMG where she worked in several of the firm’s offices including Manhattan, Long Island, and Washington as well as overseas in Amsterdam. Stateside, she has held other high-level positions at leading firms including Beers & Cutler, PLC (the largest DC regional accounting firm) where she directed marketing and technology provider James Martin & Company (now Headstrong) as Vice President of Global Marketing and a member of the firm’s Executive Board. Hilary has also served as Managing Director at Qorvis Communications, LLC, a full-service PR, IR, and Public Affairs firm.

In addition to speaking and working with Fortune 1000 professional service firms, Hilary has presented at leadership, trade, and professional conferences for multiple organizations. Her extensive keynotes include The World Congress, (NCMA), the US Chamber of Commerce, United Professional Sales Association, Women in Technology (WIT), the American Marketing Association, National Press Foundation, the PGA Merchandise Show, the Information Technology Services Marketing Association, Greater Washington Board of Trade, Commercial Real Estate Women (CREW), Microsoft’s Annual Marketers Conference, the Legal Marketing Association, and the Society for Marketing Professional Services, among others.

Hilary has written a monthly expert opinion column on business development for the Washington Business Journal. Her advice has been featured in the Washington Post, The New York Times, CNN Fortune, Chicago Tribute, NPR’s Marketplace, USA Network, CBS Marketwatch, Legal Times, AOL Sports, The Wall Street Journal,, and many other national and regional media outlets (print columns and press coverage).