Building business partnerships
A 2-day in-company course
Ensuring key accounts are well-managed is essential if maximum profitability is to be achieved. Today’s Account Manager needs to be multi-skilled to ensure successful account partnerships. This programme considers all key aspects of this very challenging role. This interactive course includes a series of exercises and delegates will develop a tool kit of practical ideas that they can readily implement with their accounts. This course is an excellent investment for any business where success is reliant on large key customers.
Programme Contents
Successful Account Management
Account Management Principles
The Stages of Supplier Account Relationship
Building Strategic Partnerships
Stakeholder Mapping
Preparing Your Account Strategy
- Situational Analysis
- Creating Strategies Aligned with Business Aims
- Developing Initiatives
- Increasing Account Revenue
Developing Account Plans
- Objective Setting
- Account Management Tactics for Developing Business
- Actions for Implementation
- Measuring Progress Against Objectives
Managing Account Relationships
- Influencing Different Personalities
- Building Relationships with Key People
Dealing with Challenging Account Situations
Managing Account Meetings
- Essential Preparation
- Use Your Agenda to Your Advantage
- Techniques for Conducting Account Meetings
- Managing Difficult Meetings
- Demonstrating Partnership Success
Delegate Action Plans
What You Will Gain By Attending This Course
An understanding of account management principles and practice
The opportunity to explore methods for increasing the penetration throughout the depth and breadth of accounts
A tool kit of practical ideas to manage and develop accounts to their full potential
Course Objectives
To consider all key aspects of effective account management.
To develop account plans including key actions for implementation.
Description Of The Course
This course covers all key aspects of effective account management. It will take delegates from the start of the relationship through to managing existing accounts and identifies ways that the relationship can be developed with a view to increasing revenue. Techniques for increasing the penetration throughout the depth and breadth of the account are covered. In addition the key issues of developing account plans, handling meetings, building account partnerships, developing relationships and demonstrating supplier success are examined.
Delegates will gain a greater understanding of how to build relationships with different key personalities within an account using Spearhead’s psychometric profiling questionnaire. They will also consider the importance of being able to demonstrate the success of the partnership and the value it brings to the account. A short case study will also be examined to consider how to deal with typical challenging situations faced when managing key customers.
The course is practical in nature and includes numerous exercises to give delegates the opportunity to reflect on how the material relates to their accounts and to formulate actions that they can carry out to achieve successful account management.
What Delegates Have Said About This Course
- "Very effective, very stretching.”
- “Good fun and I got a lot from it.”
- “A very good tutor.”
- “Really good course from start to finish, hope I can do another one soon.”