• This Workshop is designed to transform participants into business advisors
and high yielding and profit generating relationship managers whom clients
rely on and companies value.
• The workshop shows participants how to build long term, value based
relationships with large accounts, penetrate them for additional business, and
maximize the revenue they generate while reducing the time and costs in
managing them.
The Learning Journey:
• Define the functions of key accounts and their importance for the
commercial organization
• Identify and prioritize key accounts to measure their profitability and
qualify their strategic importance for their company
• Classify the different levels of customer relationships to enhance the
way they interface with customers
• Develop customer focused plans and strategies needed in the
development of key accounts
• Build core key account competencies to meet the ever changing
challenges in the market
