Strategic Account Management and Client Development
Creating a key account strategy is critical for business growth. If you manage a business, or deal with high-value customers, this outstanding key account management training program will deliver immediate results by showing you how to protect and grow your key accounts.
Top Reasons To Choose This Program
Receive one-on-one coaching on your current account challenges
Come away ready to protect and grow your key accounts
“A thorough introduction into Key Account Management principles and best practices. The hands-on approach allows for a higher success rate for development.”
“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.”
“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.”
About This Program
How do you defend against competitors and keep profitable customers?
Avoid being dropped as a supplier as your customer contact changes or they re-engineer their buying processes. Senior managers and key account management 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 sales professionals from all levels 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
