Growing key Accounts

Keep your star clients happy. Learn the strategies and techniques to retain and grow customers.

Why choose this programme?

Managing and developing key accounts is of vital importance to the health of every organisation. It pays to pay them attention.

On this three-day programme, you will learn how to improve your customer retention rate while we supply all the tools necessary to develop and grow your key customers.

Focus

Identify gaps in your key account management

Retention

Learn how to become a preferred supplier

Action

Create your roadmap to success

Key takeaways

Customer Retention

Make sure they come back again and again. Learn how to continuously add value, develop relationships and innovate in terms of delivery.

Negotiations

Make every negotiation a win-win. Manage relationships for the long-term and deal with high-pressured situations.

Grow Revenues

Maximise the value from your key accounts. Grow revenues and produce sustainable profitable growth.

Programmes themes

Day 1: Key account performance and potential

• Access the performance (and potential) of your organisation in retaining and growing its customers.
• Identify strengths as well as opportunities for improvement
• Explore the difference between key account management and key account development

Day 2: Becoming a preferred supplier

• Create a key account portfolio
• Map your position within your key accounts
• Profile your key accounts in terms of procurement best practice
• Explore strategies to help your organisation become (and retain) the status of ‘preferred’ or ‘strategic’ supplier

Day 3: Roadmap for success

• Develop a growth plan for one of your key accounts from a powerful key account planning template