KEY ACCOUNT MANAGEMENT


KEY ACCOUNT MANAGEMENT

Key Account Management is a company-wide initiative which focuses on building strong and mutually beneficial relationships with your critically important customers. 

These customers are arguably your greatest asset and it is therefore critical that you effectively identify, plan, manage and maximise business with these customers in a strategic, structured and systematic way

Many businesses manage the relationship  with their  critically important key account customers at a transactional level instead of at a strategic level.

While the theory of key account management is simple and straightforward enough - its practical application is not so easy.  It is within your organisation that you will face the the biggest challenges. 

Learn from unique insights and experience in implementing key account management in many leading organisations that has resulted in lasting change, increased profitability and improved performance. 

Some of the important elements for successfully implementing Key Account Management in your business are:-

  • Understand how Key Account Management uniquely applies to your business;
  • Develop a detailed, yet fluid, key account plan for your major account customers;
  • Create value differentiation that sets you apart from competitors in the eyes of account customers;
  • Move from just being a “supplier” – to a trusted advisor and external partner;
  • Strategically manage relationships;
  • Influence internal departments, break down "silos" and develop a "customercentric" culture;
  • Measure and evaluate customer feedback so you can effectively manage Key Account Management;
  • Identify customers needs (both stated and unarticulated) and create "value" by developing products and services that go beyond just meeting needs;
  • Effectively use solution selling skills when diagnosing needs and presenting unique value added solution;
  • Learn the skills required of a key account manager today.
  • Improve your EQ - emotional intelligence - essential for building relationships and managing accounts.

Click on the link to see a brochure of a seminar Tom presented on Key Account Management in Kuala Lumpar Malaysia in 2017.Brochure - Key Account Management.pdf

Coaching programs can be run as either small group coaching or 1:1.  The individual coaching sessions usually last for about 2 hours and can be conducted face to face in the office, or away from the office in a local cafe  or online via zoom. The sessions are usually held weekly but can be held more frequently if time permits.

Typically the coaching is conducted over 6 x 2 hour sessions with unlimited, ad hoc email and phone coaching provided. We are with you every step of the way until your objectives are achieved!

The coaching programs are very affordable and within the reach of every business. The typical investment including 6@2 hour sessions, unlimited ad hoc email or phone coaching and detailed workbooks with templates and practical tools is only $3,950 (inc GST)

Even a 10%  increase in effectiveness as a result of the coaching is a great ROI.

If you need some help then please contact us today and we’re happy to schedule an obligation free consultation to see if our services are a good fit.