This workshop covers the essential knowledge needed to select the right key accounts in which to invest your resources. It identifies the optimal strategies through which key business can be won, protected and grown, and enables development of a strategic plan of action for implementation by all who interface with the key account.

Who should attend?

The course is designed for new and experienced key or major account managers who want to evolve a proactive structured approach to maximising business from their major customers.

Learning outcomes

• The precise nature of relationship desired with your key accounts
• The position which will differentiate your proposition from your competition and protect long-term business
• How to choose and develop the strategy relevant to achieving the desired relationship
• How to analyse the business of the key account to identify further selling opportunities
• Ways to select true key accounts and analyse real account potential
• How to create and deliver strategically linked benefits
• To create a deliverable internal and external strategy
• How to build the KAM delivery team
• How to construct value based solutions
• What to include in a plan with defined actions and responsibilities

Course Dates

Start Date Days Location
27 Nov 2019 1 London
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26 Feb 2020 1 London
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05 May 2020 1 London
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Course Director

Charles Barnascone

Charles Barnascone is a highly experienced Trainer, Sales Coach and Business Development Consultant.  He has worked with a large number of diverse companies delivering training solutions in an innovative way and providing business development support.  His skills were honed over a 15 year corporate career in sales and sales management.  His energy, focus and planning skills have been utilised effectively within training, sales and business management roles.


To speak to one of our Learning Advisors, call us on +44 (0)1628 427360 or complete the form below.

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