Increasingly, companies do the most of their business with
fewer customers than ever before, so it is of paramount
importance to acquire, grow and retain these key accounts.
Not only are they your most important clients, they are also
the ones at most risk of attack from your competition. The
loss of one major account could have a disastrous effect on
your survival, conversely acquiring an extra one can double
profitability. In many companies, multiple lines of business
have meant that some of their key clients are handled by
different individuals leading to confusion amongst customers
as to who they are really dealing.
Developing your strategic plans and your key account
managers' skillset must therefore, be a priority to enable you
to build sustainable relationships, create excellent customer
retention, improve sales, increase margins and ensure ongoing
customer loyalty. Key account management needs a strategic
planning approach that goes way beyond traditional selling.
Modern key account managers need to deploy a range of
business, communication and relationship building skills to
maximise the value of strategic planning.
This course provides delegates with the strategies and skills
needed to ensure that key account relationships are nurtured
into highly valued partnerships. You will use best practice
principles to complete the individual assessments, account
audits and account plans needed to maximise opportunities
and to protect your key accounts from competitor attack.
This course is designed for:
- Existing account managers
- Directors and managers responsible for introducing or implementing key account strategies
- Senior sales staff and sales staff being trained to take on a key account management role
- Customer focused managers from other departments who have responsibility for interfacing with customers as part of an account management team