Workshop Schedule
Client Development & Relationship Management

Day One

8 a.m. to 6 p.m.
Time Commitment: 8- to 10-hour day

     The first day is a group session conducted in a lecture format.   During this session, participants will learn all of the concepts and skills needed to be effective at client development.

     Participants receive a case study as homework; this background information serves as the basis for team efforts on the evening of Day 2.

Day Two

8 a.m. to 6 p.m.
Time Commitment:  3 hours, plus evening

     On the second day, each participant receives individual coaching in CD&RM skills.   All participants must be present for group sessions held from 8-9 a.m. and from 5:45-6 p.m.  In addition, each participant is scheduled for an individual session that lasts for one hour and fifteen minutes.  During this session, the participant is videotaped while meeting with a mock client.  The tape is reviewed, and coaching provided, during an individual meeting with a WJF instructor.  Participants are free from 9 a.m. to 5:45 p.m., except for their individual session.  (We bring the video equipment; the client provides a conference room with a TV monitor.)

     Participants have the opportunity to work as teams in the evening, when they tackle the case-study assignment.  They should plan to work late into the evening.

Day Three

8 a.m. to 12 noon
Time Commitment:  4 hours

     The teams give their presentations and receive feedback from WJF instructors.  Participants then review as a group everything that they have learned during the three-day workshop.   Instructors present guidelines for how to use new CD&RM skills and strategies with actual clients.