Account Management

This course is also available in-house
Course outlineDownload the course outline


Retaining and developing existing business is becoming increasingly difficult as competition increases and loyalty declines. This is an interactive workshop where you will produce real draft plans that will help you identify and build more profitable accounts. Each session will take you through successive stages in the key account management process. The trainer will provide input to explain tools and techniques and you will then apply these to your own account to put together draft plans.


  • Key account management essentials
  • Key account management process overview
  • Account diagnosis
  • Client mapping
  • Opportunity assessment
  • Objective setting and planning
  • Networking
  • Influencing and engaging customers
  • Following through, practical account planning session


  • 7 stage account management process
  • —Comprehensive client mapping methodology
  • —Tips on client mapping
  • —Customer perception ladder
  • —Networking planning tool
  • —Extensive practical application of techniques