Training
Key Account & Relationship Management
Date of Training: 13th OctoberRegion: Dublin
Trainer: Paul Barnwell, Harvest Resources
Venue: Dublin
Price for SII Member: EUR €295
Price for non-SII Member: EUR €345
Duration: 1 day
Type: Workshop
How do you manage the multiple inter-company relationships and dependencies associated with your important Key Accounts? How do you keep out the competition? Is a sales representative approach, on its own, good enough? Learn to become far more strategic when dealing with Key Accounts. Learn to develop important long-term relationships with all the main players and how critically important it is to engage and bring relevant core elements of your organisation to the party.
This programme is ideal for:
This highly interactive one-day workshop aims to help Key Account personnel to find mechanisms to lock in critical long-term business relationships, in order to optomise revenues and keep the competition at bay.
Programme Deliverables:
• Determine the immediate and longer term business goals of a client
• Run successful one to one meeting with a client or new account
• Understand individual account behaviour and motivation
• Manage & motivate people associated with servicing the account
• Adapt your selling style to the needs and requirements of individual clients
• Identify strategies that will boost retention and loyalty
• Set up an account management plan with a new client
Programme Content:
• Learn to develop long-term relationships
• How to plan and run a one to one meeting
• Stages of development of an account to key account status
• Understanding your own selling style and how to adapt it to different accounts
• Understand individual account behaviour and motivation
• Time Management and prioritising workloads
• Self-assessment of leadership style
• Managing & motivating people associated with servicing the account
Trainer:
Paul is a People Development Specialist in Harvest. He has a raft of successful senior management experience, gained while working in the Financial Services’ sector. He specialises in the design and delivery of high impact sales, leadership and management development programmes, using the skills and knowledge he has acquired from 20 years of dealing with, and advising, large and small enterprises in a range of industries. He is also a highly experienced coach. He sets high expectations from his interventions, both challenges and supports learners to achieve optimal results, and brings a highly energetic and motivational approach to his delivery. Paul draws on his wealth of practical experience to empathise with and relate to clients’ specific and pragmatic needs.
Group Bookings of 4 or more receive 10% discount.
