Certificate in Key Account Management

Course details

Increasingly, companies do the most of their business with fewer customers than ever before,so it is of paramount importance to acquire, grow and retain these key accounts. Not onlyare they your most important clients, they are also the ones at most risk of attack from yourcompetition. The loss of one major account could have a disastrous effect on your survival,conversely acquiring an extra one can double profitability. In many companies, multiple linesof business have meant that some of their key clients are handled by different individualsleading to confusion amongst customers as to who they are really dealing.

Developing your strategic plans and your key account managers' skillset must therefore,be a priority to enable you to build sustainable relationships, create excellent customerretention, improve sales, increase margins and ensure ongoing customer loyalty. Key accountmanagement needs a strategic planning approach that goes way beyond traditional selling.Modern key account managers need to deploy a range of business, communication andrelationship building skills to maximise the value of strategic planning.

This course provides delegates with the strategies and skills needed to ensure that keyaccount relationships are nurtured into highly valued partnerships. You will use best practiceprinciples to complete the individual assessments, account audits and account plans neededto maximise opportunities and to protect your key accounts from competitor attack.