Key Account Management and Growth
A small number of important customers often account for the bulk of revenue and future growth. This course shows how to manage and grow those key accounts through planning and strong relationships. Participants build account plans and strategies to defend and expand their most valuable business.
Course outline
What this programme covers, module by module.
- 01Identifying and prioritising truly strategic accounts
- 02Mapping decision makers, influencers, and blockers
- 03Building structured account plans with growth goals
- 04Developing trusted relationships beyond the buyer
- 05Spotting opportunities to expand within the account
- 06Measuring account health, value, and share of wallet
- 07Defending accounts against competitor attack
What you will gain
- Identify and prioritise key accounts
- Map decision makers and influencers
- Build structured account plans
- Develop trusted long term relationships
- Identify opportunities to grow the account
- Measure account health and value
Who should attend
- Key and strategic account managers
- Senior sales professionals
- Business development managers
- Commercial leaders
Upcoming sessions
| Date | City | Duration | Fees | Book |
|---|---|---|---|---|
| 9 to 13 Nov 2026 | Johannesburg | 5 Days | R18,000 | |
| 30 Nov to 4 Dec 2026 | London | 5 Days | US$1,800 | |
| 11 to 15 Jan 2027 | Dubai | 5 Days | US$1,800 | |
| 1 to 5 Feb 2027 | Durban | 5 Days | R18,000 | |
| 5 to 9 Apr 2027 | Cape Town | 5 Days | R18,000 | |
| 7 to 11 Jun 2027 | Johannesburg | 5 Days | R18,000 |
Fees are per delegate and exclude VAT. Public intakes are confirmed once minimum numbers are met. We also deliver this course on your own schedule, in-house or live online.
Enquire about this course
Register your team or ask for a tailored in-house quote. We reply within one working day.
WhatsApp usCourse brochure (PDF)- Fees from
- R18,000 per delegate
- Duration
- 5 Days
- Field
- Sales, Marketing & Customer Service
- Formats
- In-house, public, online
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