STRATEGIC (KEY) ACCOUNT MANAGEMENT

Major account customers are arguably your greatest asset and it therefore critical that you effectively identify, plan, manage and maximise business with them in a strategic, structured and systematic way.

While the theory of strategic account management is simple and straightforward enough - good common sense in most cases –its practical application is not so easy and takes longer than you think!  It is within your organisation that you will face the the biggest challenges. 

Learn from Tom’s unique insights and experience in coaching Strategic Account Management at many leading organisations that has resulted in lasting change, increased profitability and improved performance. 

Some of the learning outcomes from Tom's coaching include:-

  • Raise your status in the eyes of the account from just another supplier to a valued, trusted partner;
  • Develop a Strategic Account Plan to identify actions to maximise business with key account Customers and secure greater profitability, loyalty and retention;
  • Effectively use solution selling when diagnosing needs and presenting unique value added solutions.
  • Strategically manage the complex matrix of relationships between you and your account customer;
  • Gain a DEEP understanding of your customer’s needs, challenges and ambitions and use your strengths to assist and support your customer;
  • Facilitate strategic thinking and planning at all levels of your organisation;
  • Encourage cross functional cooperation, break down the silos and orchestrate the pursuit of a common goal – the long term satisfaction of key account customers;
  • Overcome the many barriers and obstacles to transitioning to key account management within your organisation;
  • Influence internal departments, break down "silos" and develop a "customercentric" culture.

Our programs can be run as either group coaching or individual coaching and can be conducted either face to face  at your office, or away from your office at another suitable venue.  

We are also set up to provide interactive remote, virtual coaching  via Microsoft Teams or Zoom.

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.