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

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

Many organisations fail to deal with their key accounts in an effective manner. They still sell to these customers at a transactional level instead of managing the business 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 Tom’s 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, strategic 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;
  • Be competent in all the skills required of a key account manager today.

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

How we connect

The coaching can be conducted in groups or 1:1.  The individual coaching is usually conducted over 6 x 2 hour weekly sessions. We can meet in person at your office, a local cafe, or we are happy to connect via Zoom or Teams.

Get started today!

Contact Tom today to find out how your business can benefit with coaching in Strategic Key Account Management. He will ask questions about your business, competitors, products & services, objectives and issues to see  if our coaching services are a good fit.

Contact Tom to discuss directly on 0412 369223.