6- What’s your approach when a key contact at a client (e.g. the Finance Director) leaves and is replaced? How do you maintain continuity and protect the relationship?

7- Did you have a gross profit or revenue target in your previous role? What was it, and how often did you achieve it?

8- What is your expected annual growth rate across your client accounts? How do you achieve and monitor this?

9- Based on your track record, how often do you successfully upsell additional services to existing clients?

10- Provide a list of services which you have successfully managed and delivered to your clients? Which one of these was the most successful one and why?

11- How responsible are you for managing client agreement renewals? What does your renewal process typically involve?

12- What’s your approach when you identify that a service provided to a client is no longer profitable? How do you communicate this, and what steps do you take to resolve it?

13- What’s the best deal you’ve closed or facilitated, and why does it stand out to you?

14- Have you been involved in contract renegotiations? How do you balance client satisfaction with protecting profitability?

15- What has been your client attrition rate to date? What have the primary causes been, and what would you do differently in future to improve this?

16- What primary metrics or indicators do you use to produce a client risk tracker and how often do you monitor the tracker?

17- When you discover a service is being delivered without a signed contract, even if the client is happy, what process do you follow to ensure a written agreement is in place?

18- How do you handle clients who are resistant to adopting security best practices or compliance requirements?

19- What is one of the biggest challenges you’ve faced with a client, and how did you overcome it?

20- What KPIs have you historically worked to, and how did you perform against them?

21- How often do you present Quarterly Business Reviews (QBRs) to your clients, and why? Do you apply this consistently across clients of all sizes?

22- Take this scenario, a client which was recently onboarded has been identified that they don’t have the necessary Windows Server Remote Desktop Client Access Licenses (CALs), Write an email explaining this to the client including next steps? Each license costs £101 and they have 90 users. The solution has been working for some time as somehow there’s an existing code that illegally bypasses the licensing requirement.

23- Can you provide an example of a time you helped a client realise more value from your services?

24- How do you ensure clients are aware of, and take advantage of, new services or technologies Lyon Tech offers?

25- In your view, how is trust built with clients, and how do you maintain it?

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