How to Get Corporate Clients

In this episode of CPR to CEO, Dave Kotz shares the roadmap to landing your first corporate client—and why it could be a game-changer for your training business. From dental offices to gyms to regional restaurant chains, there are countless industries that need CPR training. The trick is knowing how to approach them, how to speak their language, and how to make yourself indispensable.

Whether you’re just starting out or want to diversify your client base, this episode breaks it all down into clear, practical steps you can start taking today.

You’ll Learn:

• Who Counts as a Corporate Client
• How to Pick an Industry That Fits You
• What Sets Corporate Training Apart
• Communication and Follow-Up Best Practices
• Pricing and Scheduling Considerations
• How to Build Long-Term Corporate Partnerships

Quick Story:
Dave highlights real-world examples of how understanding a company’s “pain points”—like dentist offices with limited scheduling flexibility—can help you design offerings they can’t say no to. He also shares how consistent follow-up has kept some clients loyal for over 20 years.

Action Challenge:
Reach out to three local businesses this week that you know and have insight into. Whether it’s a gym, a physical therapy clinic, or a school office—pitch your services, focus on how you can solve their problems, and see where the conversation goes.

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Thanks for tuning in to CPR to CEO—where boots-on-the-ground experience meets boardroom strategy. Whether you're saving lives or building empires, we’re here to help you breathe life into your leadership journey. If today’s episode sparked something in you, share it, review it, and keep the momentum going.

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For resources, training, or to connect with our team, visit: www.CPRtoCEO.com

🛑 Disclaimer: The insights, strategies, and stories shared on CPR to CEO are for educational and informational purposes only. We don’t guarantee wealth, business success, or life transformation by applying anything from this podcast. Your results depend on your work ethic, decisions, and unique circumstances.

Stay safe. Stay sharp. See you next time.

—Dave Jacobs Kotz

Episode Transcript

(00:00):
Hey everyone.
It's Dave Kotz from CPR to CEO.
I'm here with our next episode,which is all about getting
your first corporate client.
This is a big dayfor some of you guys.
Getting a corporate clientcan be very, very exciting.
I. So couple things to know.
Number one, there are awide variety of corporate

(00:21):
clients that you can get.
It could be anywhere from a achain of restaurants, a local
pharmacy, a doctor's office,maybe multiple doctor's offices,
tons of different corporationsthat you can target.
My suggestion is when you'relooking for a corporate
client, go to an industrywhere you have specific

(00:42):
knowledge and experience.
If you're a pharmacist andyou go to athletic trainers,
that's not your jam.
But if you're an athletictrainer and you go to your
local college, maybe thatcould be a corporate client.
That might be a good solution.
So again, when you're lookingfor a corporate client, utilize

(01:03):
your knowledge and experience.
Let's just say you're juststarting out and you say, Dave,
I don't have any experience.
I don't know anybody.
No problem.
What do you enjoy?
What do you have knowledgeabout and how can you
help these people?
We could pick an example oflet's go with athletic trainers.
If you're a great athleteand you want to target people

(01:26):
who are in athletic trainingor perhaps physical therapy,
great target market, you cansay, Hey I'm gonna take my
experience as an athlete and Iunderstand how these folks work.
I understand what the needsare that they're gonna have.
I understand perhaps whattheir pain is, and I know
how to help them, and that'sa great way to introduce

(01:50):
yourself to a corporate client.
So corporate clients do havea couple different needs
versus individual customers.
One of the things we do forcorporate clients is once
we're done with our training.
We send whoever thatcorporate contact is.
It could be the secretary,it could be the HR director,

(02:13):
whatever the case may be.
But we send them a list ofeverybody's certifications.
So there's one file with allthe certifications in there
that makes that corporatecustomer's job much easier.
So it's a small thing to do.
It's one email, but again,that's the way you differentiate
yourself from the otherpeople in this industry.

(02:36):
There may be someother specific needs.
For example, if you're lookingat dentist offices, one way
to target dentist offices isto look at their lunch hour.
If you do a blended learningBasic Life Support class, the
in-person session time canbe somewhere around an hour.

(02:57):
That's a great lunchtimeactivity for a dentist office.
Which again, understandyour target market.
Understand whattheir pain point is.
Dentist office have verylittle time, so scheduling in
around a lunch hour might beterrific for a dentist office.
Following up withcorporate clients is

(03:18):
also terribly important.
Being able to respond to theiremails and voicemails is great.
I know that's not somethingthat we've always done well.
We have gotten a littleoverwhelmingly busy, which is
a good problem to have, andwe're trying to resolve that
by hiring some extra people.
Bear with us.
But when you're first gettingstarted, it's critically

(03:38):
important that you're returningemails and phone calls in a
timely manner that helps youestablish yourself, and that
gives you a good reputation.
Now, next thing you may wantto consider, particularly with
these corporate customers,is keeping them on a ticker.
By a ticker, you know thatthis CPR certification
is gonna last two years.

(04:00):
If you don't speak to thesefolks every 18 to 20 months,
they're gonna forget about you.
Remind them, Hey, yourCPR certificates expire in
June, we should get a classon the schedule for you.
Try and be at least twoor three months ahead of
time to allow them enoughtime to schedule a class.

(04:20):
Listen, that is the bestrepeat business once you
get 'em for one cycle,two cycles, three cycles.
We have some customers that wehave literally been teaching for
the last two decades or more.
Way to go.
So this isn't complicated.
Corporate is almost thesame as individuals with

(04:42):
a couple differences.
Bigger classes.
You're gonna get the needto make sure you're a little
more responsive to inquiries.
You may have to buildthem in advance.
You may have some difficultywith getting paid, but you
generally get paid very well.
Make sure when you pricethese classes, you're not
underpricing the market.

(05:04):
You're gonna need totravel to their location,
bring equipment with you,and that all has costs.
Little different thanhaving people come to your
location, your classroom, andtake a class at your spot.
So just remember pricing'sa little different.
Scheduling is alittle different.
You're gonna have toschedule on their time

(05:24):
and know your industry.
Again, we talked aboutdentists having a lunch period
and that working very well.
It might work the same waywith a doctor's office.
Surgery center mightbe a little different.
You may need to catchthem either early in the
morning or late afternoon.
Whatever industry youtarget, your knowledge and
expertise will go a longway in helping you identify

(05:45):
what their trends are andwhat their pain points are.
And of course, howcan you solve them?
Hold yourself out as theexpert, that will help.
And again, not only are youexpert in CPR, you're what
you're gonna train them in,but you understand their
industry because of yourknowledge and experience.
So here's my challenge for you.

(06:07):
I want you to contact threelocal businesses this week.
They can be anybusinesses you want.
But again, they should belocal, you should know them, and
you should have knowledge andexperience in their industry.
Contact these customersand see if you can handle
their CPR training.

(06:27):
Good luck.
I hope you get at least one.
Stay tuned to CPR toCEO for future episodes.
We talk about exciting ways togrow your CPR training business.
I look forward to seeingyou in the classroom.
Thanks so much.