How do we build deep relationships by deciphering customer pain points and effectively addressing them?
Our Group Managing Partner, Winston Chan, was invited by the SME Centre @ SMF to share his experience and thoughts on client engagement. He conducted a 2-day training programme for its business advisors who came from diverse background and experience. It was an insightful session where the participants candidly shared their views and challenges faced during company engagements, and co-create useful approaches and tools for more effective engagements.
The training was structured using FT Consulting's proprietary "FARM" framework for client engagement -
1. Finding the Prospect
2. Assessing the Background
3. Relieving the Pain Points
4. Maintaining the Relationship