18 February 2021 at 4 PM AEDT
Account Management is the discipline of winning, retaining and (more importantly) developing profitable business relationships. Looking after your customers is a key part of any company’s success. Your ability to maximize the value you offer your customers will have a direct connection to your ability to survive a downturn.
Sales (like most professions) is changing, it’s no longer good enough to simply ask people to buy your stuff. As buyers become increasingly more informed you must be able to understand the customer’s world and show them how your service will create advantage for them.
You may have some negative preconceptions of what salespeople do. In this presentation I want to achieve two things 1) establish that sleazy sales people have no place in an LSP and 2) give you some tools and frameworks to help you manage customer relationships in your organisation.
Pre-submitted questions can be sent to firstname.lastname@example.org up to two days prior to the event.
Richard holds a triple accredited MBA from Cranfield School of Managementmajoring in economics and finance. He has developed numerous international educational programs and written several publications on topics of interest. Richard recently sat on the UK government-initiated trailblazer group, created to set standards of professional sales practice in the UK. He is now a Director of the Key Account Management Forum, a leading centre for research and best practice in strategic sales.
In addition, Richard is an active investor and business coach for the localization industry. Through this work he has helped several entrepreneurs create strategies, develop their senior teams and achieve their goals.