Course Duration –2 Days – Maximum number of participants 6

Overview

The Professional Account Management course introduces the participants to the core skills and techniques required to carry out the role of an effective Account Manager.

The course focuses on how to maintain and strengthen relationships with key clients. This includes conducting client review meetings to ensure that the client is satisfied with the service levels to identifying additional business opportunities.

Who Should Attend

The course is appropriate for employees who are responsible for managing client relationships.

Aim

The aim of the workshop is to develop the participants’ Account Management skills so that they are able to maintain and develop client relationships and where appropriate develop additional business opportunities.

Objectives

By the end of the workshop participants will be able to:

- Understand the key skills and behaviours required to successfully carry out the role of an Account Manager

- Understand the dynamics of the decision making process and adopt different approaches depending on the interests of the client in order to maximize revenue potentials

- Understand how to prepare an account plan for a key account

- Plan and prepare to conduct a client review meeting

- Identify client’s service requirements and buying criteria and match the products/services of The firm to the requirements of the client

- Actively identify and develop cross selling opportunities

- Effectively manage difficult or dissatisfied clients

Content

- Role & responsibilities of the Account Manager

- Understanding the client, organisation

- Managing the communication process; client to The firm

- Developing the interpersonal relationship

- Conducting client review meetings, Identifying needs

- Maximising revenue streams

- Providing tailored solutions

- Managing dissatisfied clients