1. How to practise effective Key Account Management
Enabling your Key Account Team to improve their performance
Biography Overview
Richard Harrison has over 30 years’ Introducing effective Key Account Management is a real skill which will
experience of sales improvement open up new opportunities to grow with your larger customers. The role
working across a broad range of
industry sectors.
of the Key Account Manager may be likened to a conductor within the
orchestra – constantly monitoring the whole piece and keeping all
His company S T Partnership elements of the orchestra in time.
specialises in helping companies
radically improve their sales and This training focus on a range of key skills including:
customer care performance through a
blend of training and consultancy  Key Account planning & forecasting
using a series of specialist tools and
techniques.
 Key Account profiling
 Relationship development
He is an Associate at the Lean  Customer Value
Enterprise Research Centre at Cardiff
University and in 2009 co-authored Benefits
Staying Lean which won the coveted
Shingo Research prize.  Enables true partnerships to
Richard is a qualified NLP Master
be developed with
Practitioner. strategically important
accounts
 Facilitates controlled sales
Richard Harrison growth with larger accounts
Director
S T Partnership
The process we follow
Key Account Field work &
Diagnostic Review & build
Training practice