Strategic Account Management

// 80% of your business comes from 20% of your clients. //
– Vilfredo Pareto

Improve your interaction with key customers for improved business success.

Many managers look after key customer accounts. But unless you are on top of your game, a key account war of attrition will surely materialise. How can you ensure that your account planning results in a double win situation for both you and the customer? How do you prioritize in today's challenging times to achieve that double win?

Achieve win/win solutions for customers and yourself using tools, tactics and techniques from strategic account management. Manage strategic accounts effectively by adding value at every step of the process through the long term.

What is Manager's Toolkit?

Other Manager's Toolkit Courses

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Fee=£635 - Includes all tuition, course materials, lunch and refreshments.

Duration=2 days

Dates=5 - 6 October 2009 and 19 - 20 October 2010

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Who's it for?

Managers and directors who want to successfully manage key relationships for long term profit. Sales managers who want a more comprehensive and longer term outlook on key account management.

What does this course cover?

Strategic account management is about the mutual ownership for cost reductions, service improvements, productivity increases, continuous improvements, global competition, technological innovation, cross functional teams and other processes which will create shareholder value for both the supplier and major customer.

During this course you will learn best practice techniques that allow you to better engage with clients when negotiating and reporting. You will learn to consistently add value and effectively manage relationships with your key clients.

What is SAM, and why is it needed?
Using account planning – the “what”, “why” and “how” approach
Applying the format – identifying solutions for the needs of corporates/individuals
Contact management and communication
Conflict management, negotiation and internal selling
Account selection – the ten point check list/use of 80:20 rule.

How will I benefit?

Gain a clear understanding of the total process of strategic account management
Learn how to build long term relationships at all levels within a client’s organization
Learn to prioritise and focus your time and attention on the development of strategic accounts
Develop your ability to interface more effectively with key customers through negotiation and networking skills
Gain practical tools for managing a customer portfolio and creating customer value.

How will my business benefit?

Understanding of the need for SAM
Identification of opportunities for improvement
Creation of a customised generic account management plan
Gain more effective strategic account managers
Improved understanding of key customers and how to gain better longterm relationships.

What makes this Toolkit course special?

Learn new practical skills and techniques that allow better strategic account management
A participative and interactive course where you have the opportunity to develop a strategic account management plan
The inspirational surroundings of the Heaton Mount Executive Education Centre to stimulate your creativity and give you new perspective.

Bradford University School of Management, Emm Lane, Bradford BD9 4JL
Tel: +44 (0)1274 234393 Fax: +44 (0)1274 546866 E-mail: management@bradford.ac.uk
The School of Management is a school of the University of Bradford - Order a University prospectus - Disclaimer

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