Strategic Account Management

In today’s competitive and ever-changing marketplace, understanding customers’ needs, creating strong relationships and sustaining value is critical to their long-term loyalty.

Our Strategic Account Management Program shows you how to prioritise different customers and increase the return on your investment.

Taking successful account strategies beyond simply lowering prices and offering incentives, this program will arm you with sophisticated methods for winning sales and securing repeat business.

WHO SHOULD ATTEND

This program is ideal if you:

• Are a senior manager or account manager in a large organisation, or manage high-level relationships with key stakeholders
• Have P&L responsibilities when negotiating with key accounts
• Are responsible for internal and external decision-making.

KEY BENEFITS

• Learn how to build a profitable and customer-driven key account organisation
• Examine critical customer needs
• Understand how to protect key accounts and leverage their competitive advantage
• Grasp the financial fundamentals of dealing with major accounts
• Learn how to deal with difficult negotiators and influence key account stakeholders for financial gain
• Create a 30-day action plan to implement key outcomes from the course
• Enjoy a fully interactive learning environment and a variety of teaching methods including lectures, workshops and group activities.

PRESENTER

With over 20 years’ experience conducting high impact workshops in Australia and overseas, Stephen Kozicki is a sought-after presenter on a range of business development topics. Harvard-educated, he has consulted to many of Australia’s top 500 companies.

Gary Peacock specialises in improving and sustaining business performance. His areas of expertise include using business and marketing strategies, and strategic account management to improve financial results. Gary has 20 years’ practical business experience in Australia and the UK.

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