Build the commercial skills to manage and retain clients

This is an in-person course held at MRS Office, London.


In the ever-competitive world of research and insight, a key advantage lies in our ability to build strong relationships with clients and stakeholders – relationships that extend beyond project-based work to become integrated within and add value to a client’s business.

Building strong relationships isn’t about taking a client to dinner every couple of months – it’s about developing a deep commercial awareness and understanding of the challenges and opportunities clients face, as well as learning the skills to both manage and grow relationships more effectively.

Learning outcomes:

  • Develop a relationship management approach to build more business from clients
  • Maximise the effectiveness of contact initiatives, telephone calls and meetings
  • Capitalise on business opportunities with clients and contacts
  • Secure an ongoing pipeline of business with existing, occasional and lapsed clients

Who will benefit

Senior supply-side researchers, managers and directors whose role is to develop and/or retain existing clients.

Trainer Biography

Barbara Wilmot is a business consultant and trainer with over 20 years’ experience in the market research and professional services sectors.  Her work encompasses marketing and communications, business and account development, training, as well as research. Before establishing her own consultancy in September, 2001, for over 10 years Barbara was a researcher herself and developed commercial opportunities for the then TNS group.

In addition to consultancy work, Barbara Wilmot designs and delivers bespoke training courses to meet the objectives of individual organisations.  These courses are based on Barbara’s own, hands-on, practical experience of building business and leveraging client relationships, especially within the research sector.

Barbara Wilmot has been a business skills trainer for the UK’s Market Research Society since 2006.

"Good fit for purpose!"

David Chikashua - dataSpring Inc. September 2022

"A good overview of how to develop personal relationships with clients in an authentic way"

Dawn - Accent, October 2021

"Comprehensive training course, packed with relevant, ready to use tools and insights."

Amina Khan - M&C Saatchi World Services, October 2021


The Old Trading House, 15 Northburgh Street,London,EC1V 0JR

Additional Information

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