Name: Key Accounts Management & Client Development Training Course
Rating: 4.7 (1076 reviews)

We regret to inform you that there are currently no scheduled sessions for this course, so please let us know your preferred date and location and we will contact you soon.

Course Introduction

This five-day course will show you how to adopt a practical approach to planning, analysing and implementing a closer relationship with your strategic accounts and defend profitable customers against hungry competitors. This seminar looks beyond the traditional view of sales and marketing as a management activity focused on generating revenue from satisfied customers and dwell deeper into the web of relationships that surrounds organisations and how they operate within this network in order to be successful. It focuses on the development of mutually beneficial relationships with an organisation’s stakeholders, explores the tactics and strategies used to develop or improve the image and reputation of an organisation, and examines the principles of customer acquisition and retention.

Major highlights of the course:

Understand customers better and how longer term relationships can add value to organisations
Acquire the tools and techniques necessary in developing client relationships to strategically benefit you and the organisation
Gain an appreciation of key & strategic accounts and increasing confidence in managing these
Deploy the marketing mix to think – and act - cohesively and focuses the resources appropriately in the development of key accounts
Generate an understanding of the total process of relationship marketing and strategic market planning

Objectives

By the end of this course, participants will be able to:

Create and nurture sustainable accounts relationships that maximise annual revenue and accounts retention
Understand the principles of strategic accounts management and the importance of major growth customers
Evaluate methods to defend key accounts against competitors & the importance of keeping relationship fresh through an accounts plan
Analyse organisations’ current relationship marketing strategies & make right decisions when deploying limited resources to achieve the best returns
Generate recommendations for improving & embedding a relationship marketing orientation through appropriate strategies & techniques

Training Methodology

Learning and teaching within this seminar will be based on a series of mixed-mode lecturer-facilitation and seminar work in a workshop style. The intention is to explore the concepts of accounts management and client development in depth, applying lecture content in a practical context. Frequent use will be made of student-led discussions to encourage the application of learning, communication skills, and group work.

Who Should Attend?

This course is suitable to a wide range of professionals but will greatly benefit:

Aspiring and new accounts professionals aiming to develop their planning and customer management skills
Existing accounts professionals who wish to augment their current knowledge and skills in this area
Other professionals involved in accounts management & client development such as:
- Accounts professionals
- Client service professionals
- Sales professionals
- Marketing and product professionals
- Business development professionals

Course Outline

Day 1: Developing a Client

Course overview and learning objectives
Understanding your organisation and how it thinks about account management
Marketing and the relationship with client development
Planning and managing the meeting
Developing clients as part of a team
Reducing the gestation period of sales

Day 2: Client Based Strategy

The logic of a sales strategy
Writing clear and objective proposals
Market based strategies
How to present your money offer in an attractive way
Simple strategies for immediate gain
Develop yourself as a product

Day 3: Understanding Key Accounts

The role of the key account manager
Basics of long term relationships
Key account planning: analysis of the key account
Analysis of the competition

Day 4: Processes of Account Management

Planning your process for effective account management
Developing a strategy for your customer base
Strategies to assist with key account planning
Managing the key account relationship and relationship marketing
Establishing your own internal and external networks
Building client relationships that last

Day 5: Critical Issues for Long Term Success

Partnering with key accounts and insights to Strategic Account Management
Global account management
Strategic market planning
Differentiating yourself
Course review and participant feedback

Certificate

Copex Certificate of Attendance will be provided to delegates who attend and complete the course.

Material published by Copex shown here is copyrighted. All rights reserved. Any unauthorized copying, distribution, use, dissemination, downloading, storing (in any medium), transmission, reproduction or reliance in whole or any part of this course outline is prohibited and will constitute an infringement of copyright.

Whats Makes Copex Courses Unique?

COPEX Training is your gateway to professional growth, with over 20 years of experience turning potential into success. Each year, we deliver over 1,000 courses in 50+ countries, earning a stellar 98% satisfaction rate. Trusted by global giants like BP, the United Nations, and HSBC, we partner with top certification bodies to provide career-focused training that empowers individuals and drives organizational breakthroughs. Our mission? To transform the way professionals learn and grow in today’s fast-changing industries. Through expert insights, cutting-edge methods, and hands-on approaches, we equip you with the skills and confidence to tackle challenges, seize opportunities, and thrive in your career.

Led by a passionate leadership team and supported by a network of world-class trainers, COPEX Training connects professionals worldwide with life-changing opportunities. We are committed to excellence, ensuring every participant leaves with the tools, expertise, and confidence to conquer an ever-evolving world.

Related Categories

Leadership & Management

Frequently Asked Questions

This FAQ section provides quick answers to the most common questions about our services, procedures, and policies. We aim to make your experience with us as straightforward as possible. For further assistance, our support team is ready to help.

Enhanced Skills: Develop in-demand skills and knowledge in your chosen field.
Career Advancement: Improve your career prospects and increase your earning potential.
Increased Confidence: Gain confidence in your abilities and enhance your professional presence.
Networking Opportunities: Connect with other professionals and industry experts.
Improved Job Performance: Enhance your productivity, efficiency, and job satisfaction.
Personal Growth: Develop valuable personal and professional skills that can benefit you in all areas of life.

Our cancellation policy varies depending on the circumstances presented. Generally, cancellations must be initiated in formal writing at least 14 days prior to the commencement date of the training course. Further, the option to shift an existing registration to another training course on a later date is possible. Otherwise, a full refund will be initiated.

Our training courses courses are being held at five-star hotels in prime and iconic destinations across the globe. Cities such as Amsterdam, Barcelona, Dubai, Geneva, Istanbul, Kuala Lumpur, London, Houston, New York, Paris, Vienna, Zurich, etc.

Our training courses will run for 5 hours per day. The standard daily timing is from 8:30 am – 3:30 pm including the coffee/tea breaks and lunch.

The training course fee can be settled by either:

Bank transfer
Credit Card

Published training course fees are inclusive of the training venue, training manual, writing materials, lunch and coffee breaks with refreshments over the entire duration of the training course.

Upon successful registration, processing window will take not more than 24 hours from the time of registration. An email including the registration confirmation, invoice and joining instructions will be sent to the provided email address.

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