Effective Account Management

Account management training is vital in today's business environment. As organisations strive to retain and develop existing business against fiercely increasing competition and declining loyalty, they need their account managers to have a focused and planned approach to complement their interpersonal skills and personal drive to succeed.

• Explain the importance of client relationships and maintaining these and developing them in our current climate
• Research and use other contacts to help prevent blockages and work with the client to ensure objectives for both are achieved
• Prepare an action plan based on their client base to implement in the workplace

Individuals who have responsibility for looking after client accounts whether they are experienced or have had no formal training and are seeking to enhance their skills and strategies.

You will learn:

• Account management training starts with understanding relationships with your customers - what do they think about your organisation and what do we expect?
• The characteristics of key accounts and key skills of an Account Manager
• Your customers as a business partner - the progression from being perceived as a commodity broker to partnering relationships
• Opportunities for further business development with existing customers - the information and knowledge to help us with business development
• Develop account management plans to focus on individual account objectives - how to plan to reach your objectives and ensuring we plan to make it happen
• Understand categories and the status of contacts at key accounts in order to improve our ability to influence - who do we need to influence, who might be obstructing us?
• The role of contact programmes in enhancing customer relationships - how we contact and what we should be covering in our contact programme
• How to keep clients and partners long term