• Identify, increase and cultivate your strategically important accounts
• Develop and deliver "win-win" business solutions through structured and value-generating strategic account plans
• Learn the critical success factors and potential barriers for effective SAM
• Unlock the key value to be obtained by your organization from increased customer loyalty

Strategic accounts are an organization's most critical asset and require strong organizational leadership and management to ensure key value is obtained from these invaluable relationships. Strategic account management is practiced on all levels (national, regional, multinational and global levels) according to seller and buyer organizational characteristics and operational behavior. The practice of strategic account management is now of practical and tactical interest to companies seeking to survive in current economic conditions, achieve competitive advantage and create future growth. Preserving those customer relationships is of strategic importance to the firm's future financial wellbeing and this program provides the processes and tools to equip you to engage with your larger customers and your own support organization on a more strategic level in order to build towards a more mutually profitable and sustainable relationship.

Who Should Attend Strategic Account Management-Hong Kong

The Strategic Account Management program would be of benefit to sales, marketing, product, key account managers, customer service and other practicing managers as well as managers from other functional areas that interface with key customers and Strategic Account Management.

Participants in the Strategic Account Management program will learn to:

• Develop and implement strategic account plans
• Understand key account business drivers
• Improve your firm's relationships, and therefore profitability, with strategic accounts
• Understand the potential barriers to successful SAM
• Create and achieve cross functional support in acquiring and growing strategic accounts
• Build service and fulfillment programs for strategic accounts
• Build a successful SAM organization

The Emergence of Strategic Accounts

• What is a Strategic Account?
• How they are identified, developed, and cultivated

Critical success factors for SAM

• Organizational alignment
• Senior management commitment

Market factors impacting the relationship between customers and suppliers

• Total Quality Management
• Customer loyalty

Purchasing practices affecting the buyer-seller interface

• Strategic relationship between buyer and seller

Building the strategic account portfolio

• Identify and assess strategic account opportunities
• Developing the situation analysis
• Build towards a more mutually profitable and sustainable relationship with your major customers

Overcoming the barriers to successful SAM

The program fee includes tuition, books, instructional materials, and coffee breaks. Fee is payable in advance in US dollars and is subject to change. See our Cancellation, Transfer and Substitution Policy

Asia Pacific Regional Office
Suite 1606-07
MassMutual Tower
38 Gloucester Road, Wanchai, Hong Kong
Tel: 852.2509.9088
Fax: 852.2509.9228
Email: Executive Education, Hong Kong