Managing Major Accounts (2 day course)

2 Days
Edinburgh 12th Jul 2021
1st Jul 2021
11 hours

Course Overview

This course has been designed to develop and refresh the range of skills and techniques needed to proactively manage (rather than react to) our existing clients needs and to turn high value, major clients into long-term business partners. Developing and implementing effective and pro-active account plans for Major Accounts is essential, if profit and efficiency opportunities are to be maximised.

Course Objectives:

  • Identify more ‘added value contributions’ to be made to clients business.
  • Improve further on the companies’ competitive position. 
  • Identify additional business development and ‘new’ profit opportunities.
  • Develop and refresh negotiation skills
  • Develop and refresh objection handling and Closing strategies

This Managing Major Accounts (2 day course) course is available throughout the UK.

CPD Value 11 Hours

Course Locations

Managing Major Accounts (2 day course) London
Managing Major Accounts (2 day course) Manchester
Managing Major Accounts (2 day course) Nottingham
Managing Major Accounts (2 day course) Birmingham
Managing Major Accounts (2 day course) Bristol
Managing Major Accounts (2 day course) Edinburgh
Managing Major Accounts (2 day course) Leeds

This course is worth 5.5 Continuous Professional Development hours.Learn more about CPD


Day One:
09:30 - 10:00 Coffee & Course Objectives
10:00 – 11:00: Communication Skills – Adapting the environment to gain the most relevant and revealing information from the client in order to further develop the relationship and increase our negotiation stance.

11:00 - 12:00:The Major Account Management Process: A repeatable, visible and systematic approach.
12:00 - 13:00: How to reveal and make ‘added-value contributions’ to the Clients’ business
13:00 - 14:00 Lunch
14:00 - 15:30 The Clients Perspective
15:30 - 16:30: Penetrating the Account: Are there any other key players? Evaluating effective ‘contributions’ to influence client perceptions and long term relationship.. Business Development within the Account. The Nature of Power. Organisation structures and spheres of influence.
16:30 - 16:45 Summary & Action Plans Agreed


Day Two:
09:30 - 10:00: Day One Review and action points arising
10:00 – 11:00: Determining Major Account Strategies and Plans
12:00 - 13:00: Where do you want to be?  How do you intend to get there?  Tools and techniques to assist in the creation of a workable structure.
13:00 - 14:00 Lunch
14:00 - 15:00  Creation of a working plan to maximise on what is already known of the client and what is currently available within the organisation that would meet an existing need.
15:00 - 16:00 An opportunity to practise sharing your ideas with your client and negotiating to a satisfactory close.
16:00 - 16:30 Action Plans Agreed


I found the course excellent.

Sarah Clinton, Palletline

Enjoyed the style of the course. Suzanne was an excellent trainer who made sure everyone was involved and contributed ideas.

Lucie Affleck, Ashtead Plant Hire

Found the course very useful. Got some great ideas for some account I am struggling with and how to approach the situation.

James Coxon, A-Plant

Very good course, informative and great insight which will help me in my day to day role. Trainer was wonderful.

Michael Lynch, Bright UK Ltd

Very good course, learnt a lot of new ways of managing accounts and sales techniques.

Yoana Petrica, CSSC Sports & Leisure

Very engaging trainer and very interesting course content.

Rosanne Taylor, BWI
Surprisingly beneficial & enjoyable, superbly delivered.
Matt Hume, Zonal
Good course, well developed ideas, would recommend course.
Andrew Bridge, Hitachi Cable


By the end of the course delegates will be able to:

  • Evaluate their Major Accounts and re-assess the internal and external factors which will impact future events.
  • Analyse and use a client-driven approach to future planning.
  • Measure and plan qualitative and quantitative aspects of the management of their major accounts.
  • Set suitable objectives to optimise value from these accounts.
  • Develop a realistic strategy and plan for achieving it.
  • Determine an effective account penetration strategy.
  • Determine how to make more effective contributions to the Major Accounts business.
Live Virtual Training
In-Person Training
Book your place on one of our online courses...
1st Jul 2021
2 Day
2nd Aug 2021
2 Day
2nd Sep 2021
2 Day
4th Oct 2021
2 Day
1st Nov 2021
2 Day
2nd Dec 2021
2 Day
...or create a training session that suits you using one of the options below.
Private Virtual Training
1-2 delegates £1,060.00
Each additional £160.00
1-2-1 Virtual Training
Per session£950.00
U-Choose Virtual Training
Per delegate£560.00
Book your place on one of our scheduled courses...
12th Jul 2021
13th Jul 2021
9th Sep 2021
Bristol (Clifton)
21st Sep 2021
30th Sep 2021
13th Oct 2021
23rd Nov 2021
...or create a training session that suits you using one of the options below.
Inhouse Training
1-5 delegates £2,200.00
6-10 delegates £2,600.00
Each additional £200.00
1-2-1 Training
Per session£1,000.00
U-Choose Training
Per delegate£800.00
Please choose a training location