DateVenuePrice
| Jan 09 2012 - Jan 20 2012 | London | GBP 3,300 |  |
| Apr 02 2012 - Apr 13 2012 | Dubai | GBP 3,300 | |
| Aug 09 2012 - Aug 20 2012 | London | GBP 3,300 | |
Duration: 2 weeks
To arrange an alternative date for this course, please select the following: 
Course Overview
Key account management and the development of key accounts are critical to an organisation’s success or failure. It is the larger order or longer-term contract that can smooth out the cash flow and create significant profit potential. Multiple relationship management, networking and strategic planning are all crucial skills to maximise and maintain the potential of key accounts.
Course Objectives
- Increase your business knowledge
- Re-evaluate your client engagement strategies
- See how other key account managers have been successful
- Identify client opportunities
- Enhance your value to your client
- Influence your client’s thinking
- Deliver results for your company and your client
- Network with other senior managers
Course Outline
- Analysing your client
- Managing your client
- Developing your key account management plan
- Case studies – key account management in action
- Implementing your key account management plan
- Telephone coaching from the presenter after the course
- How do you defend a Key Account against competitors?
- How do you select major growth customers?
- How do you create alliances with these major corporations?
- How do you develop joint growth strategy?
- How to differentiate yourself by making your customers more profitable
- Establish the bottom line reasons why your customers buy products and services
- How to view your product business as service-driven business
- Strategies to target potentially lucrative markets
- Concentrate your limited resources for the best returns
- How to add real value to your customer’s bottom line
- How to increase your annual account revenues from every key customer
*Course fee is not inclusive of VAT