This document discusses how to effectively practise key account management. It outlines key skills for key account managers including planning, profiling customers, developing relationships, and understanding customer value. The training focuses on these skills and aims to help key account teams improve performance and open opportunities to grow with larger customers. Effective key account management is likened to a conductor who monitors and coordinates all elements to keep them in time.

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