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You are here: All Products  > Leadership interviews  > KEY ACCOUNT MANAGEMENT

KEY ACCOUNT MANAGEMENT


Price: £7.97 (Ex VAT: £6.93)
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   Effectively managing and developing your firm's most important customers is key to your success for both small and large multinational firms.

    Lynette Ryals, Professor of Strategic Sales and Account Management at Cranfield School of Management will help you develop effective key account management in your business.  Duration 25 minutes approx.  Mp3 download.

   Lynette joined Cranfield from a major management consultancy group. She specialises in key account management, strategic sales, planning and customer portfolio management and has completed a PhD on customer profitability. Lynette began her career in the City as a fund manager and stockbroker before moving into consultancy.

    We discuss:

  • Exactly what is key account management?
  • What are the benefits of key account management?
  • The four building blocks to developing a key account management programme?
  • What skills should key account managers have? Should they be salespeople or general managers?
  • The three keys to developing effective account plans.
  • How to identify your key accounts? Should they simply be your biggest customers or should you use other selection criteria?
  • How should you go about working out whether you key accounts are profitable?
  • What is the value exchange model?
  • What are the two types of costs you need to determine?
  • What are the financial criteria you key account managers should be judged on?
  • How can you effectively tie a key account closer to your firm so they don't move away?


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Roger's Bio

Roger's focus:  Guiding executives and organisations to unlock their potential and maximise their performance. Business established in 2001.  Previous: 20 years progressive business experience to senior leadership roles. MBA degree (Cranfield),  Conducted business in over 40 countries.  For more details click here.

Client List

Academy for Chief Executives, Accenture, Alliance & Leicester (Banco Santander), Amadeus IT, Amdocs, Anthony Nolan Trust, Anya Hindmarch Ltd, Association of MBAs, Atkins Management Consultants, Avon Cosmetics, B&Q, Bloomsbury Financial Planning, Cisco, Cranfield School of Management Alumni Association, Deutsche Bank, Diageo, DSG, Eon, ERM, Flagship Housing Group, Ernst & Young, Freeport plc, IBM, Institute of Directors, Leo Burnett, LifeFitness, Logispring, Mondex, Mizuho Corporate Bank, MW Kellogg, OMD (Omnicom), PaperlinX, Pentland Group, Pictet Asset Management, PPL, Pritchitts, Richmond Events, Russell Reynolds Associates, SAP, Shell International, Shelter, Siemens, Smith & Williamson, Steamship Insurance, Warehouse Group, Winmark and World Hotels.

What Clients Say

Roger is a first class coach who delivers more value than you expect.
Sahar & Bobby Hashemi
Founders of Coffee Republic

 

Excellent. Entertaining and informative. I could have listened to Roger for a longer session. The hour flew by.
Sue Hughes
HR Director, Global Markets
Deutsche Bank

 

Thought provoking and inspirational (in an understandable way).

Doug Umbers,

Managing Director,

VT Merlin Communications

 

An excellent course and very well facilitated. It provides much-needed insights and adds real value to our day-to-day effectiveness.
Chris Kelway
Strategic Outsourcing Executive
IBM

 

I have gained more knowledge and skills from this workshop than other courses in recent memory. A must for every executive.
Alex Lombardi
Vice President, HR
Amadeus Asia