To make this session as pragmatic as possible, we ask that delegates bring real-life accounts as case studies to refer to throughout the session.
The session will encourage you to analyse your existing relationships with your account base and identify those accounts that you see as critical accounts, those responsible for generating a large volume of business or simply those of strategic importance.
You will leave this session with the tools and techniques to work on your specific development objectives, action plans and time-frames of activity for your most important accounts, which will ultimately lead to more productive and profitable relationships with the majority of your client base.
Exploring the key principles of effective account management.
Understanding different stages of the client – account manager relationship.
Exploring the potential mismatch between expectations and deliverables.
Developing relationships through creativity.
The proactive approach to shaping and defining client expectations.
Developing an account growth strategy.
Recognising account growth opportunities.
Making the most of client meetings – focus, direction, momentum.
Building rapport and establishing credibility.
Selling in client-centred solutions.
Identifying potential relationship pressure points.
Managing different personalities and preferences.
Ensuring the investment/profitability balance is right
Management Essentials CODE: EGTL – 025
For more information or to book any of our courses
Call: NG +234 (0) 812 0009288, 08107561680, 08131521826