Managing Major Accounts

This course has been designed to develop and refresh the range of skills and techniques needed to proactively manage (rather than react to) our existing clients needs and to turn high value, major clients into long-term business partners.

Developing and implementing effective and pro-active account plans for Major Accounts is essential, if profit and efficiency opportunities are to be maximised.

Course Objectives:

• Identify more ‘added value contributions’ to be made to clients business.
• Improve further on the companies’ competitive position. 
• Identify additional business development and ‘new’ profit opportunities.
• Develop and refresh negotiation skills
• Develop and refresh objection handling and Closing strategies

Benefits:

By the end of the course delegates will be able to:

• Evaluate their Major Accounts and re-assess the internal and external factors which will impact future events.
• Analyse and use a client-driven approach to future planning.
• Measure and plan qualitative and quantitative aspects of the management of their major accounts.
• Set suitable objectives to optimise value from these accounts.
• Develop a realistic strategy and plan for achieving it.
• Determine an effective account penetration strategy.
• Determine how to make more effective contributions to the Major Accounts business.