Introduction
Key account managers carry a great deal of responsibility … they can make or break a revenue stream. And if they leave, a company can loose a great deal of knowledge and expertise overnight.

Using the techniques of NLP (Neuro Linguistic Programming) we can help you to retain and rejuvenate your top performing account managers. At the same time we can capture and share their knowledge and experience throughout the business. 

Typical Objectives:

	Managing your accounts in a way that produces more profitable partnerships
	Developing a creative, structured and value generating strategic account plan
	Identifying and understanding the decision making criteria for each of your key accounts
	Protecting your portfolio from competitors
	Adding value to the relationship by identifying opportunities that have a positive impact on customers

Sample Programme
The account manager of today needs to be equipped with the best skills and approaches to achieve business and professional excellence. This programme explores the key skills required to maximise and maintain your key accounts, including: multiple relationship management, networking, strategic planning and the skills needed to protect key accounts from competitor attack.

Outline

	Welcome and introduction
	Identifying those accounts where you can have the greatest impact
	Optimising the full business potential from each account
	Developing the ability to build stronger business relationships
	Gaining a clearer insight into the different stages of the sales and decision-making cycle
	Use the marketing mix and your key account knowledge to correctly position your solutions
	Identifying and overcoming barriers in your organisation and your clients that prevent account development
	Develop strong personal links with all the key individuals in your major accounts and turn relationships into long-term partnership
	Building and developing account management strategies that produce real business growth
	Managing yourself and time more effectively
	Action planning

Activities to consider:

	Influencing Skills
	Modelling Top Performers
	Negotiation
	Performance Coaching

Satisfaction
Rating
2007

Download our paper
Return on Investment