Client Account Manager Workshop

4-Part Virtual Workshop

Mastering Client Relationship Management Workshop for MSPs

Who This Workshop is For

MSPs are in the relationship business – client retention, project sales, roadmap investments and referrals form the foundation of sustainable revenue growth.

The first step in scaling your sales engine is to hire, develop and manage both client account managers and VCIOs. The goal is to develop a team of business advisors whom your client’s value.

Based our years of work developing CAMs/VCIOs, we have designed a core development program that has been delivering proven results for MSPs and their customer success staff.

What You’ll Learn

Join us for our educational event, where we’ll cover a variety of topics, including:

  • Understand what clients value in their relationship with MSPs
  • Inventory your clients into A, B, and C categories
  • Define the CAM role, responsibilities, and performance KPIs
  • Upsell and build client relationships over time
  • Know how to engage and consult with clients as a business advisor
  • Examine how to sell ideas when conducting business reviews and investment roadmaps
  • Using the EOS L10 structures in business reviews and client engagement
  • How to address specific opportunities such as security and cloud migrations
  • Best practices of conducting business reviews

Register Today!

The event is $995 to attend, but space is limited, so register today! No sales pitches allowed. This event is purely educational and is designed to help IT businesses succeed.


Don’t miss out on this opportunity to learn and grow your IT business!

Workshop Session 1: The Client Relationship Pyramid and Assessment

  • What clients value in your relationship
  • Client expectations
  • CAM process
  • CAM tools
  • Judging your value in your clients’ eyes
  • CAM significance
  • CAM best practices
  • Aligning your focus, time, and work with clients
  • Segmenting accounts
  • Customer analysis
  • Customer dynamics

Workshop Session 2: Business Advisor Selling Skills and Case Studies

  • Cross-selling matrix
  • Assessment of work
  • Business advisor selling system
  • Customer feedback
  • Understanding customer goals
  • Scenarios and application of the selling system
  • Building on strong relationships
  • Renewing agreements
  • Cadence review
  • Security and cloud sales

Workshop Session 3: Best Practices of Business Reviews By ScalePad

  • Business Review Dialogue and Executive Summary
  • L10 process for conducting business reviews
  • QBRs that deliver results
  • Aligned, meaningful, partnership focused
  • Conversation not presentation
  • Co-create with customer
  • Business Review Content – Scale Pad

Workshop Session 4: Management Systems and Methods

  • The week-to-week CAM playbook
  • Commitment, follow-up
  • CAM performance scorecard
  • Tracking goals
  • KPIs and Metrics

Ready to Accelerate Your Profitability?

TBG will bring years of management experience to your company. We can assist in areas of management coaching pertaining to your sales, service, or administrative departments. Our focus is to assist you in driving more profits to your bottom line.

Contact Us (630) 442-1402