Key Account Management

As buying organisations become more sophisticated in their purchasing policies selling organisations need to become more strategic in managing account interfaces. In reality, most organisations view managing key accounts as a process to manage a number of interactions and not as a process to manage, develop and deepen a number of relationships.

This highly participative workshop describes a process that, once implemented and managed, will improve the quality of the commercial relationship between a buying and a selling organisation. This process can be applied to either existing or new business.

Overall Aim
This workshop will provide delegates with a framework to successfully identify, manage and develop Key Accounts.

Who Should Attend?
This workshop is designed for those who are involved with:

· The development of Key Accounts
· Developing a Key Account Policy within their organisation

Business Benefits
As a result of attending this workshop, delegates will be better able to:

· Promote a consistent Key Account Strategy
· Develop and retain more profitable business
· Build value based propositions around business need
· Manage 'virtual' account teams
· Deflect competitor activity in Key Accounts
· Maintain a Competitive Advantage in a changing environment

Workshop Output
Delegates will present a number of Account Plans prepared during the exercise sessions of the workshop. These presentations are to be made on an 'in front of customer' basis - in a professional way.

Feedback will be given to each delegate on his/her understanding of:

· Key Account Status
· The customer's business, present and future
· The changing market
· Customer Need and Business Issue
· Value and cost implications
· Competitor threat

This workshop runs for 2 days

To receive more information on this workshop click here to move to our contact page.

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Site last updated on 06/04/2008

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