We all know what client loyalty looks like and why it's important, yes?

But do we actually know what delivers client loyalty?

Client loyalty comes via a combination of factors, over a period of time:

• Clients must perceive they're getting value for the price charged, or there'll be a mismatch that won't end well
• Clients must know, like, and trust you, which tends to build over time

What does this mean, not only for you (because we'll assume you're really good at the client stuff already!), but for the rest of your team?

It means that your client managers need to be knowledgeable, curious, client-orientated, and reliable, amongst other things. All of which begs the questions...

How do you train your client managers?

How many times have they seen you in action?

On how many occasions have you undertaken joint client visits, then offered feedback to your client managers so they know what they're doing well or where they could improve?

Investing in training your client managers isn't just smart, it's crucial for your firm's success to have others who are, ideally, better than you in client meetings.

Don't leave your firm's success to chance – invest in your client managers!