Managing Key Accounts

The relationship between suppliers and customers is characterized by closer cooperation. Historically ‘price’ was an excellent tool to play suppliers off against each other. Nowadays, relationships are increasingly based on informal partnerships. Vertical coordination and integration of customer and supplier are characteristic of the trend in the reduction of suppliers. The entanglement that results from this trend affects the entire organization, making the creation of added value the responsibility of the total supply chain.

The program will be highly interactive, providing many opportunities to share experiences and put into practice these proven techniques. Every participant will have the opportunity to prepare a Key Account and Territory plan and present it for evaluation in a safe environment.

Key Learning Points:

• The Nature of Key Accounts compared to other types of customers.
• The impact on the business of Key Customers and the implications of managing them effectively.
• The implementation of a client focused, quality service approach: A marketing driven method.
• Developing a total quality service ethic.
• How to make added-value contributions to the customer’s business.

Course Content

Overview

• The Nature of Key Accounts compared to other types of customers.
• The impact on the business of Key Customers and the implications of managing them effectively.
• The implementation of a client focused, quality service approach: A marketing driven method.
• Developing a total quality service ethic.
• How to make added-value contributions to the customer’s business.

Training Methods

By all means, bring your notebook, and yes, there may be a few hand-outs, but there will be a lot more discourse, debate, improvisation, use of role play, technology, practice and group dynamics.

The training will be conducted in a friendly, fun atmosphere, which not only allows for different learning styles, but respects each delegate as an individual and ensures each one is challenged and derives maximum benefit from the course. Our aim is that you will be highly stimulated and encouraged to rethink.

Participants

The course will have a maximum of 12 people who will be selected based on the type of business they are in and their job role to ensure a thorough mix of industries, ideas and experience.

Who should attend?

This programme is designed for all those who are involved in dealing with large customers, typically this would be senior account manager, account manager, account executive, key account manager, major account manager, account director, business development manager etc.. If in doubt please forward us a profile of your nominee and we will tell you whether they are suitable.

Meet the Course Instructor

Steve has been active in all aspects of sales, negotiation and account management for over 25 years and is the Managing Director of a highly respected UK employee motivation consultancy. His highly energetic and clear communication style helps to make what can be very complex issues, simple and understandable with actionable ideas and recommendations.

He has worked with multi-nationals, local companies and several government bodies. With the research tools he has developed, he brings a wealth of data and case studies to support his consulting and training interventions.

Steve has developed and delivered a series of training programs across the Gulf region ranging from sales, key account management, negotiation, interpersonal and communication skills to personal skills such as time management and public speaking.

Steve’s dynamic style ensures that all course participants leave with some new found knowledge or ability.