Programmes built on the RelaValue System
Our client specialists tailor each programme from the modular RelaValue System, working through three views:
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Inside your organisation: how you manage client relationships, from planning and ownership to how candidly they are discussed.
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Across your clients: how your clients perform commercially, and which of them work best for you.
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Within your priority clients: the strength, value, risk and revenue of each relationship.
Together with your teams, we turn what we find into action plans, equip your people to carry them out and track progress. The depth in each view depends on the programme you choose.
Your client specialist leads the programme, supporting your leadership and client-facing team to carry out the action plans, with further help where needed, such as guidance on difficult conversations.
How a programme works
Every programme works to the same principles. What differs is the depth of the work and how far through the four stages it takes you. A programme that goes all the way includes ongoing tracking and refinement of what has been done.
01
Discovery and agreement
We learn what your organisation needs and agree the clients in scope.
02
Module selection
Your client specialist chooses the RelaValue modules that fit your priorities, typically five to eight of the 27 possible modules.
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Clients and organisation
Some modules examine your client relationships; others, how your organisation manages them.
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Four stages
Every programme completes the first two stages. The scope decides the rest.
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Ongoing support
The RelaValue System stays with your team after the programme ends.
There is no long report that sits unread. At every stage we act: we take the findings to the people who need them, set out the key issues and make sure everyone relevant knows what is happening and what comes next. Your team acts alongside us, and the findings remain in the system, ready to revisit.
The RelaValue System
Every programme runs on the RelaValue System, our own platform. It guides your client specialist and your team through four stages, from establishing where each relationship stands to tracking what has changed, and stays in use after the programme. The RelaValue System page explains each stage, the three views it works through and the free RelaValue Scan.
Five programmes, one starting point
Many of the issues on our About you page start inside an organisation: no client plans, an ad hoc approach or internal conversations that are less candid than they need to be. They become manifest later in individual client relationships. Every programme works on named clients, because that is where the effects can be seen and measured. The larger the programme, the further it looks into how your organisation manages its client relationships, so it can deal with causes as well as effects.
Commercial clarity
Entry
2 to 4 weeks
“What is really happening with three of our important clients, and what does that tell us about the rest?”
Three named clients, typically one at risk, one with growth potential and one working well, after a quick review of your client portfolio. It offers a low-risk introduction to what the RelaValue System reveals.
Reactivation
4 to 6 weeks
“These clients are slipping away. How do we win them back, and quickly?”
Six named clients that have gone quiet, reduced spend or are at risk, when speed matters. With three or fewer at-risk clients, start with Entry and make them your named clients.
Once a starter programme has shown its value, the choice is about ambition and scale.
Prove and expand
Growth
4 to 6 months
“The first programme worked. Where is the growth across a wider set of clients?”
Fifteen to twenty clients, an in-depth review of your portfolio and of how your organisation manages client relationships, with monthly leadership sessions.
Transform or embed
Workstream
6 to 9 months
“How do we change the way we manage all our client relationships, with a clear end point?”
Forty to sixty clients and change across the whole portfolio, with monthly leadership sessions and a three-monthly executive review.
Retained
Ongoing
“How do we make this the way we work, permanently?”
Fifty to seventy priority clients, with relationship management embedded as a permanent capability and our team working at leadership level: weekly sessions in year one, then monthly.
How the scope grows
Entry
Named clients
3
Duration
2 to 4 weeks
Your wider portfolio
Quick review
How you manage client relationships
Seen through the named clients
Leadership involvement
A commercial priorities session
RelaValue stages
1 and 2 in full; 3 and 4 lighter
Follow-up
At 15, 30 and 90 days
Reactivation
Named clients
6
Duration
4 to 6 weeks
Your wider portfolio
Light review
How you manage client relationships
Seen through the named clients
Leadership involvement
A closing briefing
RelaValue stages
1 and 2 in full; 3 and 4 lighter
Follow-up
At 30, 45 and 60 days
Growth
Named clients
15 to 20
Duration
4 to 6 months
Your wider portfolio
In-depth review
How you manage client relationships
Reviewed
Leadership involvement
Monthly sessions
RelaValue stages
All four
Follow-up
At 9 and 12 months
Workstream
Named clients
40 to 60
Duration
6 to 9 months
Your wider portfolio
In-depth review of the whole portfolio
How you manage client relationships
Reviewed and changed across the portfolio
Leadership involvement
Monthly sessions and a three-monthly executive review
RelaValue stages
All four
Follow-up
At 12 and 18 months
Retained
Named clients
50 to 70 priority clients
Duration
Ongoing
Your wider portfolio
In-depth review, refreshed each year
How you manage client relationships
Reviewed, changed and embedded
Leadership involvement
Weekly sessions in year one, then monthly
RelaValue stages
All four
Follow-up
Continuous
What your organisation gets
What you receive depends on the modules your client specialist selects, and the larger the programme, the more of each group it includes.
A clear view of where you stand
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For each named client: relationship strength, activity and value; the client’s own view of the value you deliver and their future intent; and, where revenue has moved, what changed and why.
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Across your portfolio: a prioritised shortlist of the clients that warrant focus, with the reasons.
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In larger programmes: where revenue is exposed and how client relationships are managed across your organisation.
Practical tools for your team
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Templates your team completes and keeps, including a stakeholder map, share-of-wallet worksheet, client plan, three-monthly review pack, value and proof pack, risk and opportunity log, meeting preparation checklist and mutual action plan.
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Help for particular moments: the right questions for an important conversation, practical options when a relationship feels stuck, considered ways to set yourselves apart from other suppliers and wording for difficult conversations.
Plans you can act on
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A plan for each client, with priorities for the next 30 and 90 days.
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Where revenue has moved, a commercial response over up to 180 days.
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Where both apply, one joined-up route for the first 180 days and beyond.
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In larger programmes, organisation-wide improvement priorities.
Visible progress
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A record of what was agreed, what was done and what changed as a result.
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The chance to revisit any piece of work as things change: re-run an assessment or update a plan, with earlier records kept for comparison.
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How the strength and activity of each relationship, its vitality, changes over time.
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A leadership view across the portfolio, with oversight when wider action is needed.
From an Entry programme, for example, you receive summaries of where your three named clients stand, with scores, the principal risks and a valuation of each relationship; a commercial priorities session with your leadership team; and a one-page 90-day priority action plan, agreed in the room, with named owners.
Who runs your programme
Each programme is led by a senior client specialist who is involved throughout and remains involved after the programme ends.
Our client specialists have at least 15 years in sales and five in your sector. They are trained in the RelaValue System and know it thoroughly, and the system itself is intuitive to use, so your team can work with it without a steep learning curve.
They work alongside your leadership and your client leads: diagnosing, coaching, facilitating the planning sessions, helping with the harder moments and holding people to the actions agreed.
How fees work
Every programme has three elements:
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a delivery fee for the programme itself;
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platform and expert support, priced per seat, for your team’s use of the RelaValue System and scheduled support;
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a capped revenue share, based on measurable revenue uplift from the named clients agreed at the start.
The revenue share excludes revenue already in motion, price rises and wider market movement, and has an agreed maximum. If there is no measurable uplift, nothing is payable under it.
What happens next
01
A conversation
About your organisation, your client relationships and what you want to achieve.
02
A check on fit, both ways
Whether a programme is right for you, and which one.
03
Agreement to proceed
Only when we both want to go ahead.
04
Agreement on scope
The programme, the named clients and a revenue baseline for each.
05
During the programme
Your team uses the RelaValue System from day one. It supports the larger commercial decisions and the smaller moments too, such as how to word a sensitive message or thank a client.
06
Afterwards
Six months of platform and expert support follow a starter programme, with scheduled sessions with our team and your client specialist still involved. The 90-day review is the natural point to discuss a larger programme. Stopping after a starter programme is a sound outcome too.
Common questions
Protect revenue | Reduce relationship risk | Create more reliable growth
Contact us
What happens next
1. Send us a short message about what you would like to discuss.
2. We reply within 12 hours to arrange a first conversation, which is free.
3. We usually speak for about an hour, so we can get a good sense of where you are.
4. If we can help, we suggest a sensible place to start.