• Enrolling Now

Advanced Key Account Management & Business Development

What distinguishes a strategic account from a standard customer relationship? And how can organisations strengthen key partnerships to achieve long-term growth, increased revenue, and sustainable competitive advantage? In today’s business [...]

  • Course ID: SM L012
  • Delivered by London Elite Training

– Course Overview

What distinguishes a strategic account from a standard customer relationship? And how can organisations strengthen key partnerships to achieve long-term growth, increased revenue, and sustainable competitive advantage?

In today’s business environment, organisations must move beyond transactional selling and focus on building strong, value-driven relationships with strategic clients. Effective key account management requires a combination of strategic planning, relationship development, negotiation expertise, leadership capability, and commercial awareness.

The Advanced Key Account Management & Business Development programme by London Elite Training provides participants with the practical tools and strategic frameworks needed to manage high-value accounts successfully and support business expansion objectives.

Throughout this intensive five-day programme, participants will explore key account planning models, customer relationship strategies, negotiation and influencing techniques, sales process improvement, team leadership, proposal development, and performance measurement systems.

By the end of the programme, participants will be equipped to strengthen customer loyalty, improve account profitability, lead high-performing account teams, and transform strategic relationships into measurable business success.

– Learning Outcomes

By the end of this programme, participants will be able to:

  • Understand the principles and strategic importance of key account management
  • Recognise the role of key account managers in supporting business development objectives
  • Strengthen long-term customer relationships and improve client loyalty
  • Apply strategic account planning frameworks to manage key clients effectively
  • Assess organisational capabilities and improve sales processes to meet evolving customer demands
  • Enhance negotiation and influencing skills to support successful business outcomes
  • Build and lead effective key account teams focused on performance and collaboration
  • Prepare professional business proposals that improve sales opportunities and client engagement
  • Develop KPIs and performance measurement tools to evaluate account management effectiveness

– Who Should Attend?

This programme is designed for professionals responsible for managing strategic customer relationships and driving business growth, including:

  • Key Account Managers and Account Executives
  • Sales and Business Development Managers
  • Client Relationship Managers
  • Commercial Managers and Team Leaders
  • Customer Success Professionals
  • Professionals involved in strategic sales and account management
  • Course Outline
DAY 01
Foundations of Key Account Management
  • Introduction to key account management and its business value
  • Understanding the changing landscape of customer and account management
  • Exploring buyer-seller relationship models and partnership development stages
  • Key account analysis and customer qualification criteria
  • The role of the Key Account Manager in supporting growth and retention
  • Understanding customer loyalty stages and relationship development
  • Using relationship-building frameworks to improve client engagement and trust
DAY 02
Strategic Key Account Planning
  • Introduction to strategic account planning models and methodologies
  • Conducting market and organisational capability assessments
  • Evaluating current sales processes and identifying improvement opportunities
  • Sales process redesign and performance enhancement techniques
  • Understanding competitive advantages through selling propositions and differentiation
  • Developing competitor analysis and positioning frameworks
  • Creating KPIs and balanced scorecards to monitor account performance and business results
  • Practical activity: Building a strategic account plan
DAY 03
Negotiation & Influencing Skills for Account Managers
  • Understanding negotiation principles and their role in business success
  • Identifying situations that require negotiation and persuasion techniques
  • Stages of the negotiation process and preparation methods
  • Understanding customer purchasing behaviours and decision-making processes
  • Techniques for influencing customer priorities and outcomes
  • Managing objections, concessions, and difficult negotiations effectively
  • Practical negotiation exercises and role-play activities
DAY 04
Developing and Leading High-Performance Key Account Teams
  • Building and managing strategic account management teams
  • Characteristics of successful and high-performing teams
  • Defining team structures, responsibilities, and collaboration processes
  • Leadership techniques for motivating and developing account teams
  • Understanding the differences between leadership and management
  • Coaching and performance management approaches for account teams
  • Strategies for creating a results-driven and customer-focused culture
DAY 05
Writing Effective Business Proposals
  • Understanding the purpose and strategic value of business proposals
  • Structure and essential components of professional proposals
  • Characteristics of persuasive and successful business proposals
  • Techniques for improving proposal clarity, structure, and presentation
  • Reviewing proposal templates and proposal-writing best practices
  • Persuasive writing techniques for sales and business development
  • Final proposal presentation, review, and feedback session

Duration

  • 5 Days

In Person (Special Discount for this period only!)

  • £ 4,500
  • 3,950

Online (Special Discount for this period only!)

  • £ 2,300
  • 1,750
  • Global Locations
  • London
  • Dubai
  • Barcelona
  • Paris
  • USA
  • Online
Enroll Now

Corporate groups of 2+ are eligible for a 15% discount. Enquire here

Need personal advice?

Speak with a course consultant to see if this programme fits your career goals.

Enroll Now

Enrollment Form
Checkboxes
Clear