Key account management is the natural development of clients and relationships in today’s business markets. It offers both sellers and buyers key benefits and opportunities for profit enhancement through adopting strategic practices and focussed activities.
Pareto’s law talks about 80% of your business coming from 20% of your clients, if that is the case, and in lots of organisations it is not far from the truth, then we should protect and manage those relationships which we have. The danger is that if you don’t then your competitors might just steal them from you, creating a sense of vulnerability in your organisation.
Our key account management courses provide tried and tested methods and techniques which will allow you to protect your client relationships and create opportunities to develop more of your business with your key clients. We will show you how to create the “lock in” factor with your key clients and minimise the risk of your competitors being able to poach business from you.
There are a wide variety of account management aspects to look at so this kind of course is always tailored to the individual organisation and can be run over one, two or three days.Participants will learn:
To understand the role and value of key account management
How to engage with the key people in the decision making unit
How to develop key account plans turning strategy into actions
How to plan your key account strategy by looking at internal and external market forces
How to create the “lock in” factor with a client relationship model
How to identify and target key accounts
To understand how a buyer buys
How to utilise the key account relational model
How to present business reasons rather than sales arguments to clients
The course is supported by group exercises and role plays to enhance the learning experience of all participants and validate new skills which have been learnt.
All participants will take away from the course:
• A bespoke participant workbook
• Exercises to support the learning back in the workplace
• A personal action plan to show key actions and associated outcomes back in the workplace
• A set of objectives to be discussed with their line manager for further individual development
• The continuing support of ISP (Training)