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The Golden Rules Of Account Management

COURSE OBJECTIVES:


  • Our Golden Rules of Account Management course reviews the principles of ‘best practice’ account management


  • By the end of the day, delegates will have a set of practical guidelines to ensure that they are appropriately servicing existing clients to secure and grow opportunities in the future


COURSE CONTENT:


What is Account Management – and why does it matter?

  • Qualities of Excellence. – from client/agency perspective
  • Achieving balance and protecting status

Driving Account Growth & Time Management


  • The Client Relationship Axis
  • Agreeing your contact strategy and using your CRM
  • Setting and sharing your vision
  • Agreeing measures of success


Creating a Key Account Profile & Contact Strategy


  • Essential information
  • How to keep informed about your key account
  • Mapping the Decision Making Unit + exercise
  • What is ‘networking’ and how many ways can we network with the DMU
  • Creating a 12 month contact strategy + exercise


People Skills & Communication Skills


  • Questioning Skills: Taking a brief
  • Personality Types
  • Rapport building
  • Influencing Skills
  • Negotiation Skills and dealing with tricky situations


Creating Templates for Account Management


Running Account Meetings



GET IN TOUCH

Contact: Debra Sharron

Mobile: +44 (0)7976 243 776

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