This five-day course will show you how to adopt a practical approach to planning, analysing and implementing a closer relationship with your strategic accounts and defend profitable customers against hungry competitors. This seminar looks beyond the traditional view of sales and marketing as a management activity focused on generating revenue from satisfied customers and dwell deeper into the web of relationships that surrounds organizations and how they operate within this network in order to be successful. It focuses on the development of mutually beneficial relationships with an organization’s stakeholders, explores the tactics and strategies used to develop or improve the image and reputation of an organization, and examines the principles of customer acquisition and retention.
Understand customers better and how longer term relationships can add value to organisations
Acquire the tools and techniques necessary in developing client relationships to strategically benefit you and the organisation
Gain an appreciation of key & strategic accounts and increasing confidence in managing these
Deploy the marketing mix to think – and act - cohesively and focuses the resources appropriately in the development of key accounts
Generate an understanding of the total process of relationship marketing and strategic market planning
Create and nurture sustainable accounts relationships that maximize annual revenue and accounts retention
Understand the principles of strategic accounts management and the importance of major growth customers
Evaluate methods to defend key accounts against competitors & the importance of keeping relationship fresh through an accounts plan
Analyse organisations’ current relationship marketing strategies & make right decisions when deploying limited resources to achieve the best returns
Generate recommendations for improving & embedding a relationship marketing orientation through appropriate strategies & techniques
Aspiring and new accounts professionals aiming to develop their planning and customer management skills
Existing accounts professionals who wish to augment their current knowledge and skills in this area.
Other professionals involved in accounts management & client development such as:
Accounts professionals
Client service professionals
Sales professionals
Marketing and product professionals
Business development professionals
Learning and teaching within this seminar will be based on a series of mixed-mode lecturer-facilitation and seminar work in a workshop style. The intention is to explore the concepts of accounts management and client development in depth, applying lecture content in a practical context. Frequent use will be made of student-led discussions to encourage the application of learning, communication skills, and group work.
Course overview and learning objectives
Understanding your organisation and how it thinks about account management
Marketing and the relationship with client development
Planning and managing the meeting
Developing clients as part of a team
Reducing the gestation period of sales
The logic of a sales strategy
Writing clear and objective proposals
Market based strategies
How to present your money offer in an attractive way
Simple strategies for immediate gain
Develop yourself as a product
The role of the key account manager
Basics of long term relationships
Key account planning: analysis of the key account
Analysis of the competition
Planning your process for effective account management
Developing a strategy for your customer base
Strategies to assist with key account planning
Managing the key account relationship and relationship marketing
Establishing your own internal and external networks
Building client relationships that last
Partnering with key accounts and insights to Strategic Account Management
Global account management
Strategic market planning
Differentiating yourself
Course review and participant feedback
Course Title | Duration | Class Room/ Online | Fees |
---|---|---|---|
Key Accounts Management & Client Development | 2024-06-03 2024-06-07 |
Class Room
Rome-(Italy)
|
5450 € |
Key Accounts Management & Client Development | 2024-06-03 2024-06-07 |
Class Room
Berlin-(Germany)
|
5450 € |
Key Accounts Management & Client Development | 2024-06-03 2024-06-07 |
Class Room
Florence-(Italy)
|
5450 € |
Key Accounts Management & Client Development | 2024-06-10 2024-06-14 |
Class Room
Trabzon-(Turkey)
|
4450 € |
Key Accounts Management & Client Development | 2024-07-01 2024-07-05 |
Class Room
Stockholm-(Sweden)
|
5450 € |
Key Accounts Management & Client Development | 2024-07-01 2024-07-05 |
Class Room
Dublin-(Ireland)
|
5450 € |
Key Accounts Management & Client Development | 2024-07-01 2024-07-05 |
Class Room
London-(UK)
|
5450 € |
Key Accounts Management & Client Development | 2024-07-01 2024-07-05 |
Class Room
Istanbul-(Turkey)
|
2950 € |
Course Title | Duration | Class Room/ Online | Fees |
---|---|---|---|
Key Accounts Management & Client Development | 2024-07-01 2024-07-05 |
Class Room
Dublin-(Ireland)
|
5450 € |
Key Accounts Management & Client Development | 2024-07-14 2024-07-18 |
Class Room
Amman-(Jordan)
|
2950 € |
Key Accounts Management & Client Development | 2024-07-15 2024-07-19 |
Class Room
Auckland-(New-Zealand)
|
5450 € |
Key Accounts Management & Client Development | 2024-07-22 2024-07-26 |
Class Room
Barcelona-(Spain)
|
5450 € |
Key Accounts Management & Client Development | 2024-07-22 2024-07-26 |
Class Room
Budapest-(Hungary)
|
4950 € |
Key Accounts Management & Client Development | 2024-07-22 2024-07-26 |
Class Room
Brussels-(Belgium)
|
5450 € |
Key Accounts Management & Client Development | 2024-07-22 2024-07-26 |
Class Room
Malaga-(Spain)
|
5450 € |
Key Accounts Management & Client Development | 2024-07-22 2024-07-26 |
Class Room
Berlin-(Germany)
|
5450 € |
Course Title | Duration | Class Room/ Online | Fees |
---|---|---|---|
Key Accounts Management & Client Development | 2024-08-19 2024-08-23 |
Class Room
Frankfurt-(Germany)
|
5450 € |
Key Accounts Management & Client Development | 2024-08-26 2024-08-30 |
Class Room
Yerevan-(Armenia)
|
4950 € |
Key Accounts Management & Client Development | 2024-09-02 2024-09-06 |
Class Room
Madrid-(Spain)
|
5450 € |
Key Accounts Management & Client Development | 2024-09-30 2024-10-04 |
Class Room
Istanbul-(Turkey)
|
2950 € |
Key Accounts Management & Client Development | 2024-10-21 2024-10-25 |
Class Room
Hamburg-(Germany)
|
5450 € |
Key Accounts Management & Client Development | 2024-11-04 2024-11-08 |
Class Room
Jakarta-(Indonesia)
|
3950 € |
Key Accounts Management & Client Development | 2024-11-04 2024-11-08 |
Class Room
Munich-(Germany)
|
5450 € |
Key Accounts Management & Client Development | 2024-11-10 2024-11-14 |
Class Room
Sharm-ElShaikh-(Egypt)
|
2950 € |
Course Title | Duration | Class Room/ Online | Fees |
---|---|---|---|
Key Accounts Management & Client Development | 2024-11-10 2024-11-14 |
Class Room
Hurghada-(Egypt)
|
2950 € |
Key Accounts Management & Client Development | 2024-11-10 2024-11-14 |
Class Room
Doha-(Qatar)
|
3450 € |
Key Accounts Management & Client Development | 2024-11-11 2024-11-15 |
Class Room
Copenhagen-(Denmark)
|
5450 € |
Key Accounts Management & Client Development | 2024-11-11 2024-11-15 |
Class Room
Marbella-(Spain)
|
5450 € |
Key Accounts Management & Client Development | 2024-11-18 2024-11-22 |
Class Room
Zagreb-(Croatia)
|
4950 € |
Key Accounts Management & Client Development | 2024-11-24 2024-11-28 |
Class Room
Manama-(Bahrain)
|
2950 € |
Key Accounts Management & Client Development | 2024-11-25 2024-11-29 |
Class Room
Geneva-(Switzerland)
|
5450 € |
Key Accounts Management & Client Development | 2024-11-25 2024-11-29 |
Class Room
Brussels-(Belgium)
|
5450 € |
Course Title | Duration | Class Room/ Online | Fees |
---|---|---|---|
Key Accounts Management & Client Development | 2024-12-02 2024-12-06 |
Online
ONLINE
|
1450 € |
Key Accounts Management & Client Development | 2024-12-08 2024-12-12 |
Class Room
Cairo-(Egypt)
|
2550 € |
Key Accounts Management & Client Development | 2024-12-16 2024-12-20 |
Class Room
Bangkok-(Thailand)
|
4950 € |
Key Accounts Management & Client Development | 2024-12-16 2024-12-20 |
Class Room
Baku-(Azerbaijan)
|
4950 € |
Key Accounts Management & Client Development | 2024-12-23 2024-12-27 |
Class Room
Prague-(Czech-Republic)
|
5450 € |
Key Accounts Management & Client Development | 2025-01-06 2025-01-10 |
Class Room
Vienna-(Austria)
|
5450 € |
Key Accounts Management & Client Development | 2025-02-03 2025-02-07 |
Class Room
Amsterdam-(Netherlands)
|
5450 € |
Key Accounts Management & Client Development | 2025-02-16 2025-02-20 |
Class Room
Kuwait-(Kuwait)
|
3450 € |
Course Title | Duration | Class Room/ Online | Fees |
---|---|---|---|
Key Accounts Management & Client Development | 2025-02-17 2025-02-21 |
Class Room
Kuala-Lumpur-(Malaysia)
|
4450 € |
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Scandinavian Academy for Training and Development AB
Training services provider in the Kingdom of Sweden
Registration number : 7431 - 559173