One Day
Account Management Masterclass
'Working with the NHS as a Key Account'
Thursday 25th November 2010
The Hatton, Farringdon, London
The Agenda - what the session will cover
Why Account Management?
• New challenges & new realities
• Defining AM - The model - The journey
• Analysis - Understanding the nature of our value
• Workshop - Application
Relationship Management
• From bow ties to diamonds
• Workshop -Application
The Buyers Perspective
• Understanding the new purchasing agenda
• Seek mutuality
• Is partnership possible
The Value Proposition
• Activity cycle analysis
• Workshop -Application
The Agenda is available for download
The rules of competitive advantage have changed...have you ?
We will demonstrate how Account Management can:
• Retain and secure existing customers
• Win new accounts
• Develop sustainable and profitable added value propositions
• Align your business behind a key account management approach
And how critical it is to:
• Build customer trust and understanding through cross-functional teams
• Identify the right criteria to select and manage key accounts
• Plan with your outcome in mind to maximise your return