Managing Key Accounts Training Course

A two-day in-company training course2 Days - On Request

This course is one of our standard in-company programmes and can be delivered to your people at a venue and date of your choice. If it is not exactly what you want then we can either create a tailored course based on our extensive library of standard course materials or produce a fully bespoke training course for you.

Course Overview:

Key accounts are becoming much more demanding in the modern business environment. Key Account Managers need to be highly effective to make the most of the relationship between the two parties. This programme offers an insight into the key strategic and operational processes that enable good long term and profitable partnerships.

Programme Contents

The Role of a Successful Account Manager
Principles for Managing Accounts
Hierarchy of Client Need
The Stages to Partnership Status
Delivering Added Value to The Account
Situational Analysis
Preparing Your Strategy
- Strategic Thinking/Planning
- Strategic Goals
- Initiatives Development
Implementation, Planning and Account Penetration
- Closing the Gap, Individual Gap Analysis
- Measuring your Progress
- Planning Tools
- Measuring Supplier Success
Understanding the Marketing Process
- Marketing – What is it?
- Marketing Mix and Selling
- Key Initiatives and Principles
- Bringing It All Together
Managing Account Relationships
- How and Why People are Influenced
- Stress, the Causes
- Motivational Factors
- Developing Partnerships
- Managing Long-term Relationship
Developing and Presenting Winning Proposals
- The Financial Proposition
Managing Account Meetings - The Structure of an Account Meeting
- Key Roles
- Advantageous Agendas
- Items to Cover
- Setting Priorities for Client Meetings
- Negotiating for Successful Outcomes
Case Studies and Syndicate Exercises