Key Account Management

Location: University of Westminster, 115 New Cavendish Street, London, W1W 6UVPrice: £250.00 Reduced to £200.00 if you are eligible for a discount. Tags: management sales relationships Bookmark this article with: Delicious Digg StumbleUpon Make the most of your client relationships in an economic crisis for greater revenue opportunities, by learning how to better manage your key accounts. As the media marketplace becomes increasingly competitive and the need to achieve more with less becomes more acute, making the most of the relationships you already have becomes increasingly important. Reducing prices to achieve more sales is not only an unattractive option but also counter-productive. Instead, you need to learn to differentiate your products and services, to persuade and upgrade your clients. Learn how to make more of every meeting and keep the revenues flowing, even when the financial climate seems bleak.

Assessing current practices – understanding current behaviours and processes, the successes and the failures

Defining best practices, planning and processes – clarifying best practice to implement back at base, including how to run a meeting, structure, routine and guidelines

Managing and building relationships, cross-selling and up-selling – nurturing the relationships you have, why people buy, including role-play excercises and negotiation skills

Performance measuring and internal reporting – tools, disciplines and how to support business growth strategy Trainer: Hilary Kelsh With over 15 years experience in the creative and digital communications industries; the last nine focused on business development through sales, marketing and pr; Hilary brings a wealth of both practical and strategic knowledge to businesses wishing to grow and consolidate. In parallel to consultancy Hilary writes, arranges, facilitates and chairs a variety of business development courses and debate events for industry associations, publishers, networking and teaching bodies, such as: NMK - www.nmk.co.uk Wired Sussex - www.wiredsussex.com Inspiral – www.inspiral.org.uk Women In Media - www.womeninmedia.co.uk SkillSet, SEEDA, SEMN and DTI www.skillset.org/interactive/business/article_4331_1.asp Enterprise Hub Reading - www.readinghub.co.uk Enterprise Hub Hastings - www.hastingshub.co.uk 01ZeroOne – Creative Learning Lab - www.01zero-one.co.uk at Westminster Kingsway College The Research Centre - www.researchcentre.co.uk BIMA - www.bima.co.uk e-consultancy - www.e-consultancy.com. Hilary wrote and compiled The business development guide for e-consultancy published online in September 2003, up-dated in 2006. Location University of Westminster, 115 New Cavendish Street, London, W1W 6UV