As a result of attending this programme participants will be able to take a strategic approach to account management and create long term profitable customer relationships.

• Evaluate the fundamental attributes of a key account
• Define clear roles and responsibilities of key account managers
• Assess a customer’s organisational culture and it’s fit with your organisation
• Research clients financial performance and future business objectives
• Develop a competitor matrix
• Create a contact matrix and ensure all team members are aware of their roles and responsibilities.
• Apply key motivational theory and its relevance to maintaining good client relationships
• Understand buyer motivation and how it can be influenced
• How to effectively network within an account
• Maintain team focus ensuring account objectives and key tasks are meet
• Recognise where influence and authority lies and its impact on account activity
• Understand the importance of product development within a key account