Managing Key Accounts

Managing Key Accounts takes an in-depth look at the complexities that are inherent in servicing customers who are designated as Key Accounts.  Those who manage key accounts need to ensure the strategies, processes and tools are in place to maintain and grow these long-term relationships.  Managing Key Accounts is an innovative and pragmatic workshop that allows learners to immediately impact performance results.

This is a “roll-up-the-sleeves” type of workshop.  Participants will be expected to bring as much account data on an existing key account as possible.  Using tools to assess an account, a profile will be developed so that when the workshop is over, specific actions steps will emerge.

Workshop content will be tailored to accommodate needs for improvement.  For client in-house programs, case studies will also be generated to focus on company specific selling environments.

  • Application of a process to help customers manage change
  • Ability to grow customers from a supplier relationship to preferred or partner status
  • Develop an Account Profile for an existing key account
  • Determine actions required to nurture key relationships so that key accounts can be managed strategically, rather than haphazardly
  • Increase sales and profits
  • Initiatives within an account will have strategic support from both the customer and your company
  • Virtual coaching (one-on-one or in small groups) to help with certain areas of creating the key account profile, and how to penetrate the key account.
DURATION: 1.5 days
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