“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 "

Key Account Management is achieved by learning to:

• Develop a strategic approach to account management and customer relationships
• Construct and implement profitable long-term account plans
• Gain a better understanding of your customers' needs and expectations
• Enhance the ability to influence, persuade and negotiate with key decision makers
• Build stronger value-added customer relationships leading to increased revenues
• Create support processes that fulfill customer expectations and facilitate best practice key account management
• Increasing account revenue and profitability