Strategic Account Management Workshop

Australian Institute of Management NSW & ACT
North Sydney, NSW, Australia

Course Format: Classroom | E-learning | Virtual Class | Online/Live | On-site/In-house | Blended | Self-paced

Course Description:

'' It is widely accepted that 20% of a company’s accounts generate up to 80% of its business. Managing these accounts to ensure optimum benefit to a business is vital. This workshop has been designed to provide account managers with the skills and tools they need to develop and implement a strategic approach to the management of large accounts. A crucial element of this approach will be the focus on the development and enhancement of relationships with key clients. As a result of attending this program, account managers will be better placed to identify and anticipate the impact of market trends and cycles on their business and their client’s business. They will realise the importance of aligning account management strategies to the business planning process and will appreciate the benefits of taking a long-term approach to managing relationships with their most valuable clients.

Learning outcomes

Define account management and identify its advantages.
Prepare account management information.
rite the account plan,Implement account management.
Review account management information.
Handle complex accounts.
Handle interpersonal relationships.
Understand how to create an account management support infrastructure.
Understand the process for establishing account management in your own organisation.

Course content

The path to strategic account management.
Skills required by an account manager.
Assessing the opportunities for strategic account management.
Understanding the client company and its industry.
Establishing credibility and influence with the customer.
Developing, analysing and evaluating your network.
Understanding the decision making process in your customer’s business.
Organisational culture and its impact on decision making.
Relationship building with key decision makers.
Developing short term and long term client strategies.
Identifying and selecting appropriate strategic accounts.
Methodology for categorising accounts.
Putting your strategy into action.
Customer and account management review processes.
Establishing account management in your organisation.
Writing the initial account management plans.
Common problems in account planning.
Keeping on track. ...''

Elements of this syllabus are subject to change.

Phone:02 9956 3030

School Address/Venue(s):

Australian Institute of Management NSW
215 Pacific Highway
North Sydney NSW Australia 2060

Jobs & Resumes: North Sydney
Houses & Roommates: North Sydney

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