Key Account Management and Client Development

  • How do you defend profitable customers against hungry competitors?

    How can you avoid being dropped as a supplier as your customer contact changes or they re-engineer their buying processes? Senior managers and sales professionals face all of these issues every day and they threaten your profitability. Learn how to protect and grow your key accounts.

    Key account management concepts are outlined in a pre-seminar package and refined in the classroom.

    Who Should Attend

    This program has been designed for executives who wish to establish, solidify or enhance the loyalty of current and future customers, including:

    • Account managers at the local, regional, national and international levels
    • Client service managers
    • Sales managers and directors
    • Marketing and product managers
    • Business owners and business development directors
    • Vice-presidents and divisional managers

    Key Takeaways

    • How to create solid account relationships that maximize annual revenue and account retention
    • Develop joint business growth strategies with your key accounts and strong strategic alliances
    • Systematically review your account progress and account strategies
    • Study advanced account development principles that can be applied to any industry
    • How to defend a key account against competitors
    • How to select major growth customers
    • Differentiate yourself by making your customers more profitable
    • Establish the bottom line reasons why your customers buy products and services
    • View your product business as a service-driven business
    • Strategies to target potentially lucrative markets
    • Concentrate your limited resources for the best returns
    • Add real value to your customer’s bottom line

    Key Account Strategies

    The following topics will receive special attention:

    • Targeting customers for key account management
    • Looking at the big picture to leverage joint strengths
    • Defining the competitive situation
    • Setting strategic goals
    • Selling customers on bottom line profit improvement
    • Developing joint profit targets
    • Focusing investment on the best returns
    • Monitoring progress and revising your key account action plans

    A Complete Learning Approach

    In addition to classroom sessions:

    • Real business situations are used
    • The key account management process is practised
    • New skills are perfected through group discussion
    • Participants interact with senior managers using these techniques
    • “A thorough introduction into Key Account Management principles and best practices. The hands-on approach allows for a higher success rate for development.”

      M.ThompsonInternational Sales Manager, SI Manufacturing
    • “Whether you have managed key accounts for three months or 30 years, there is something to be learned by everyone. You can never stop learning or developing skills for account management.”

      S. ThompsonAccount Manager, TC Transcontinental
    • “Account management is no easy game! This course had covered all important aspects of AM, and is sending me home with practical tools to succeed and the path to achieve those goals as well.”

      R. PandherAccount Manager, AECL
  • Course content details

  • Additional delivery options

    Adapt this program to your organization with these additional delivery options.