Key Account Management: Best Practices

This highly engaging and practical course will prepare all delegates to manage key accounts effectively. Business is evolving rapidly, buyers are getting more sophisticated and technology is being deployed more than ever, creating additional buying channels and great opportunities for the modern Key Account Manager who wishes to maximise revenues and profits. Developments in technology, shifting markets and increasing pressure on costs are changing the way organisations buy.

This all new course will explore best practices and help delegates highlight where their skills and practices must be developed. In this Key Account Management: Best Practices course you will develop essential key account management skills, learning how to effectively manage your most valuable existing accounts, leading to improved customer satisfaction and increased customer loyalty.

This course will highlight:

• Developing and delivering an effective key account plan
• Blocking the competition to secure the account
• Consultative selling and establishing trusted advisor status, maintaining a perception of real strategic value
• Understanding your key accounts, their business strategies, people and buying methods
• Utilising all the required organisational resources to support the key account

 By the end of this course, you will be able to:

• Implement the total process of key account management
• Focus resources, time and attention effectively in the development of key accounts.
• Demonstrate ability and confidence in managing key accounts
• Communicate more effectively with key customers
• Develop long-term mutually beneficial relationships

This essential course is recommended for all those responsible for managing face-to-face relationships with customers that have a significant impact on achieving the organisation’s business objectives. Even a small improvement in performance will justify attending the course many times over.

This course is suitable to a wide range of professionals but will greatly benefit:

• Key account managers, global account managers, strategic account managers, and major account managers
• All those on the key account support team
• Senior sales staff and account managers with an interest in Key Account Management
• Sales managers and directors intending to implement a key account management strategy within their organisation
• Others who regularly participate in key accounts including line managers, bid team members, marketing and technical staff

The subjects and topics are transferred by means of short focused presentations which are followed by experiential learning sessions. In these sessions, the knowledge gained is applied to real-world examples and case studies. Rapid learning of the methods and techniques is achieved by means of group work, individual work, participant discussion, facilitator interaction and constructive feedback.