Key Account Management The University of Sydney

Overview

In this one-day key account management course, you’ll learn how to generate reoccurring and new business from your existing customers – boosting your company’s revenue.

What you will learn

By the end of this Key Account Management course offered by University of Sydney, you should be able to:

• accurately categorise and prioritise your accounts by assessing overall spend (historical and future potential) and the effort required to manage the account

• proactively initiate sales conversations with your existing accounts (rather than just react)

• ask the right questions and identify each accounts’ short and long-term business plans and goals

• plan with your accounts by working with their short and long-term business goals and aligning this to what you can deliver

• create and maintain long-term partnerships by: effectively communicating your value proposition and scheduling recurring one-on-one meetings with your customers (so that you’re aware of any challenges and are well-placed to help)

• apply the 80/20 principle to your accounts. 80% of your business comes from 20% of your accounts. You should be able to identify the 20% so you can manage the account accordingly

• ask for referrals to new clients from your existing accounts. Your existing accounts can make the introductions, or let you know of opportunities in the market for potential business.