Relationship Management: Large Accounts

Does 80% of your business come from 20% of your customers? Could you afford to lose a key account and still make this year’s forecast? Our large-account management program will help you manage those key customers as strategic assets. We will show you how to plot a strategy that significantly grows their revenues while decreasing the importance of product features, price and delivery.

You will learn:

• How to build strategic, long-lasting relationships with your best customers
• How to expand penetration in your largest accounts
• How to focus your energy on work that will pay off and stop investing in projects that are wasting your time
• How to move up the buy-sell hierarchy to decrease the importance of price, product features and delivery
• How to write account action plans that bring measurable results and that are integrated with your organization
• How to focus on what the customer wants to accomplish versus what you want to sell
• Why using a common language with your sales organization will improve internal and external communication