There a 3 ways to grow your existing business ... acquire new customers, up sell/cross sell and keep and grow your existing customer base.
This piece of process has been crafted so that you can retain and grow your existing key customer base. In other words, those 20% of your customers who contribute 80% of your revenue.
Many companies are so focused on acquiring new clients that they neglect and lose some of those they already have. That's got to hurt.
“You wander from room to room hunting for the diamond necklace that is already around your neck!” Rumi.
There are plenty of diamonds in your existing key accounts. You just need to know how to find the hidden opportunities by building trust, liking and credibility within your key accounts.
A key account has to be nurtured, well-tended and shaped so that it can grow into its full potential.
Our job as key account managers is to contribute in a meaningful way to the success of our customers. If we get that right, they'll contribute to our success too.
This session will help you:
Flip from a predatory mindset (what's in it for you) to a collaborative and contributing mindset (what's in it for your customers)
Understand what it really takes to retain and grow your key accounts
Find hidden contribution opportunities so that both your customer and your company benefits
Design your own key account plan
ABOUT THE COURSE
JACQUES DE VILLIERS
Jacques has been helping sales professionals close more deals more consistently since 1998.
3 500 ex VAT per delegate
8:30 - 9:00
Networking & Coffee Break
We will hit off with getting to know each other grabbing a coffee and waiting for the late ones.
9:00 - 10:30
A Contribution Mindset
The value of this session is to change your mindset from a predatory one to a contributory one. When your intention is noble and right (setting the clients up for success) then your business will grow.
10:30 - 12:30
Key Account Management Plan Theory
Most of the value of this process comes out of developing a workable Key Account Management Plan. You'll learn the theory and a step-by-step strategy to crafting your own Key Account Management Plan.
12:30 - 13:15
Everyone will be hungry at that point, so let's just grab a bite.
13:15 - 16:00
Craft your own Key Account Management Plan
The goal of the day's process is to get you to walk out of the session with your own plan and the critical action steps to achieve you key account objectives. Your plan will cover areas such as: what's happening in the account now (customer value scorecard, relationship strength, growth strategy and the like); revenue map (current opportunities, projected opportunities and won opportunities); account goals (critical action plans to ensure that you achieve your key account goals) and; *account administration (the process of making sure that you stay on point and in touch with each key account).
* All delegates will receive easy-to-implement blueprints and templates to ensure that your key account management plan is effective and sustainable over the long haul.
WHAT OTHERS SAY
Jacques is the most intelligent and fun presenter. His drive to keep learning makes his teaching very relevant. Jacques is always current and the manner in which he imparts knowledge is unique. His style is both entertaining and deep.
The Capacity Company
I have been on a couple of seminars that Jacques has facilitated and the information that he has imparted has been a Business Changing Event. We at the Capacity Company have applied the information that we had been taught and it has literally changed the way we do business
Visual moments with clients
Some companies I've contributed to in 2018