ACCOUNT MANAGEMENT SEMINAR PROGRAM

BUSINESS OBJECTIVES
  • More permanent and profitable key account client relationships
  • More senior client relationship managers
  • Stronger practice groups
  • Better business people
LEARNING OBJECTIVE

Develop abilities to manage, cultivate and lead key account client relationships

COURSE CONTENT [can be tailored, each topic would be a two hour seminar]
  1. Principles of leading and managing clients and key accounts
  2. Getting more business from current clients
  3. Project management principles
  4. Leading vs. managing
  5. Building a team, clarifying roles for account management
  6. Presentation skills
  7. Building trust
  8. Achieving customer driven quality
  9. Relationship building skills
  10. Positive thinking skills [adapted from Building Resilience at Work]
  11. Emotional Intelligence skills [emotional awareness of others, intuition, embracing constructive discontent]
  12. Listening skills
  13. Coaching clients
  14. Perseverance, flexibility and patience

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