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