Maximizing Key Accounts

Course Details


Start: Mon 07 November 2022

End: Tue 08 November 2022


Time Oak Hotel
Abdulla Omran Tayram St
Al Thanyah 1
Tecom - Dubai
United Arab Emirates

Course Investment

AED 0.00 (inc VAT)

Maximizing Key Accounts Mon 07 November 2022 - Tue 08 November 2022

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  • Maximizing 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:

    • Develop a territory Business Plan.
    • Effectively profile your customer portfolio.
    • Use strategic planning tools effectively.
    • Develop a Business Plan for individual Key Accounts.
    • Develop an Account penetration strategy.
    • Sell added value to Key Accounts.

    Course Content


    • 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.


    The course will have a maximum of 10 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

    ISM Training - Course Instructor
    Graham Chambers is a British national, with very wide experience in the role of senior trainer. He is a former member of the UK military, where he served with distinction, from 1995 to 2006. For the past seven years, he has worked in various training positions in a range of organizations, primarily linked to the defence and security industries. In these roles, he has developed and delivered soft skills training programmes, and high level training courses on quality management and project management.

    Graham has been resident in the UAE since 2010. His post-military training career involved running a range of courses in leadership, effective communications, team building, planning and organizing skills, decision making, etc. He also delivered a number of technical training programmes. Graham brings real life experiences into the training room, some of which, due to his military career, are outside the normal experience and scope of many trainers. His military career included positions relating to intelligence, counter terrorism, homeland security, and international security. This work required a very focused and analytical approach, combined with excellent communication and leadership skills, and the ability to work in effective, manageable teams.

      Graham joined HMS Ltd, a security training organization as an internal trainer. In this post, he delivered training to international teams, from the USA, Europe, and the Middle East. In 2008, he was promoted to manage a team of five direct reports, with additional responsibility for the co-ordination of a 30+ member international team in multiple locations (including the USA, Europe, Asia, and the Middle East).In this role, Graham became something of an expert and was then requested to deliver training programmes to senior figures in the UK and US governments. He was also responsible for the project management of a number of government projects.

      Graham gained PRINCE2 Practitioner (Project Management) qualification and utilised these skills in the new projects he worked on. He also delivered training courses in Six Sigma Facilitator Biography (a quality method for improving business efficiency and effectiveness), Change Management, Managing the Training Process, and Train the Trainer.

      Graham has delivered training to over 1000 individuals in the MENA region across a diverse range of industries and sectors.Graham believes his experience and knowledge of the design, planning, and delivery of a wide range of programmes creates excellent outcomes in the training room, with positive feedback from delegates. Graham always strives to give people a positive and memorable training experience.

      Graham’s key areas of expertise include:

    • Specialized Coaching to all levels of Management from junior to ‘C’ suite
    • Leadership Courses - multiple courses
    • HR Management & Training - multiple courses
    • Customer Service – multiple courses
    • Sales & Marketing - multiple courses
    • Personal Development- multiple courses
    • Microsoft Courses, Project, PowerPoint (2010), Word, Outlook

    Book your place

    Maximizing Key Accounts

    Mon 07 November 2022 - Tue 08 November 2022

    Location: Time Oak Hotel

    AED 0.00 (inc VAT) per delegate

    To book your place please complete the short form below

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