Leadership Insight – Enhancing Strategic Client Relationships

Thursday 15 November, 17:30 – 20:00
Møller Centre, Lecture Theatre, followed by networking and drinks reception.

The Møller Institute team invite you to join Senior Møller Associate Dr Javier Marcos and Partner Kevin Doolan who will be sharing their thoughts on one of the key challenges for senior leaders today – how to prepare your organisation to achieve sustainable profitable growth.

Kevin and Javier’s presentation marks the occasion of Javier’s book launch Implementing Key Account Management – Designing Customer-Centric Processes for Mutual Growth (details here) Kevin will draw on insights from his book Mastering Services Pricing: Designing pricing that works for you and for your clients (details here)


A key challenge for senior leaders in business is how to prepare their organisations to enable the achievement of sustainable profitable growth. Today, many businesses find that a growing proportion of their revenues and profits come from a small number of customers, often strategic customers.

Despite being strategic, or maybe because of this, these customers place increasing demands on their suppliers of products and services. Coupled with this, increasing levels of competition, globalisation and connectedness, are pushing downwards on organisations’ ability to sustain profit margins. This calls for novel responses to pricing and renewed customer management processes.

In this presentation we will look at some of the ways that the most successful businesses embed long term relationships and use the latest pricing techniques to defend and grow their profits.


We will look at the best ways of developing long-term and profitable client relationships to deliver both customer value and profit in the medium to the long term.

Javier and Kevin will present ideas from their recently published work and will address questions such as:

  • How do I implement customer-centric approaches for mutual growth?
  • What are the frameworks to think strategically about value creation?
  • What are the constraints to the effective implementation of customer management strategies
  • How does pricing “work” – what are the levers?
  • Common pricing mistakes
  • What is pricing best practice now?

Register here


Speaker’s books will be available to purchase at a discounted price on the night.  Cash sales only.


  • 17:30 – Registration
  • 18:00 – Presentation
  • 19:00 – Drinks and Networking, Tower Lounge Bar
  • 20:00 – Close