Business today is tough!

The pressure to make sales is intense.

Some of the challenges are:

  • Increasing competition - becoming global;
  • Ever demanding customers;
  • Customers knowledgeable about products and alternatives;
  • Pressure to reduce price;
  • Low product / service differentiation - harder to add value;
  • Increasing commoditisation;
  • Complex reporting lines & matrixes;
  • Relationships critical.

And the need to do more, with less - FASTER!

Free No Obligation
Needs Analysis

Simply fill out the form and we will contact you within 24 hours to organise a free, no obligation discussion or meeting with Tom.

Welcome, my name is Tom Richardson, founder and principal of Richardson Management Pty Ltd.

Richardson Management Pty Ltd provides the following professional services:-

  • Strategic Key Account Management - Strategic Key Account Management is a company-wide initiative which focuses on planning, managing and maximising business with your strategically important customers.
  • Sales Coaching - Sales coaching, either in a group or 1:1, gives you the strategies and skills to achieve your full potential and perform at your best.
  • Marketing Strategies - Sales focussed marketing strategies that are critical in today's competitive business world and that many SME businesses don't have the expertise or resources to develop and implement.
  • Leadership Development - Managers today are better educated than ever before, but many lack experience in leadership, influencing, emotional intelligence, on the job coaching and developing a winning team.

What Clients Say...

Metso logo

Thanks for the preparation and presentation during last week, the account managers for the first time have been highly complimentary and are willing to follow the outline that you offered relating to strategic account management. Recognizing that our account management team is predominantly experienced and mature sales executives, this is a significant achievement; one which I believe will add value to our business in the future. Once again thank you for a successful training session and look forward to developing opportunities into the future.

Des Lund
National Sales Manager, Metso Minerals Pty Ltd

Myer logo

Tom, thanks very much for your professionalism and the time you spent in researching and designing a very practical and dynamic account management training workshop. The follow up individual coaching that you did for a couple of the account managers really made a big difference.

Jacqui Graham
Aconex Australia

L'Oreal logo

Tom designed and presented a 3 day workshop at our National Sales Conference for our national, state and sales managers. It was the first time that we at L'Oréal have used the services of an external coach. We were delighted with the result and all were full of praise for Tom. We had no hesitation in asking Tom back for this year's conference again.

Christian Mejean
CEO, L'Oréal Australia Pty Ltd

Henkel logo

Tom, thank you for facilitating the Key Account Management workshop. The team appreciated your relaxed style, experience and professionalism.

Leonie Walsh
National Sales Manager, Henkel Pty Ltd

Success Stories...

Siegwerk logo

Siegwerk is an international world-leading independent ink manufacturer based in Germany and is the clear market leader in the Asia Pacific Region. After researching the company's needs including meeting with Siegwerk Global Business Development Manager, Tom custom designed and facilitated a 4 day in house seminar on Strategic Account Management - held at the Marriott Hotel Putrajaya, KL, Malaysia. This was attended by the 50 senior executives from 6 different countries - China, India, Malaysia, Thailand, Singapore & Indonesia.

Macquarie Group logo

Macquarie Group - corporate culture change program to transform a large global team of 30 account managers in Macquarie Tech Services to manage account portfolios more strategically.

Tom initiated, designed and facilitated program including strategy meetings with CIO, senior managers, business units and account managers - gaining buy in/sponsorship, designed and facilitated a 2 day workshop, followed up with individual coaching.

Aconex logo

Aconex provides online information management solutions to the construction, engineering and facility management industries. Aconex has 30 offices servicing projects in almost 50 countries on projects valued at over $200 billion.

Tom worked closely with the management team to design a change program to formalise strategic account management.

SWIFT (Hong Kong) logo

SWIFT or Society of World Wide International Funds Transfer is a Belgium multinational with Asian regional HQ in Hong Kong. They provide consulting services to large companies globally regarding large multi million $ funds transfer.

Tom designed and facilitated a 2 day workshop in their Asian Head Office in Hong Kong for the team of 12 culturally diverse, senior account managers and the Managing Director.

Free Articles...

Each article provides ideas, insights and inspiration to increase your sales, profits and loyal customer base.

Register here to receive your FREE monthly article – valuable ideas and tips that will challenge your thinking about strategic account management.

View a sample of past articles.

Richardson Management Pty Ltd is based in Melbourne, Australia and operates in NSW, VIC, Qld, WA, SA, ACT/NT and internationally.
Richardson Management Pty Ltd specialises in Strategic Key Account Management, Sales Coaching Leadership Development
and Marketing Strategies.

Richardson Management's past and present clients include: