Skills Development - Example programme outlines: Account Management
Our approach to Account Management
- Key Account?
- Major Account?
- Strategic Account?
Do we view these as different names for the same thing? Yes and No! Yes in the sense that we treat Account Management as one topic, regardless of the specific label. No, as we believe that Account Management is “no one thing”. There are a number of different account manager approaches and strategies. What account management “looks like” will be driven by supplier and customer objectives and perspectives.
Our account management programmes use established models and concepts as the basis for designing custom made training that will be relevant for your account managers - be it called key, major, strategic, or even global account management.
One definition of account management is;
“ Account Management is the process of maximising the return on your investment in a customer by defining and actioning appropriate plans that will enable you to build on the present, to manage the future ”(Peter Cheverton)
In a world where achieving and maintaining product uniqueness is difficult, how we work with a customer and manage the account can be the biggest differentiator!