NMK: Key Account Management
Event Info
Description
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.
