Key Account Management
Key account management protects and grows an organisation’s most valuable existing relationships. Participants learn to map accounts, to plan for growth, to deepen relationships at senior level, and to move from the position of supplier to that of trusted partner. It is the discipline in which most teams under-invest, and it is where retained revenue is ultimately won or lost.
Key Benefits
- Map your key accounts to understand where revenue, risk and opportunity truly sit
- Build structured account plans that protect and grow your most valuable relationships
- Deepen relationships with senior decision-makers, beyond a single point of contact
- Identify and act upon cross-selling and upselling opportunities within existing accounts
- Move from the position of supplier to that of trusted, strategic partner
- Anticipate and manage risks to retention before they threaten the account
- Measure account health and plan the actions that strengthen it over time
MAX 12
2 DAYS
CORPORATE TRAINING