Retaining & Growing Accounts

About this course

Course type:


Course code:



Early / Mid Career


2 Days

Who should attend?

Account managers who are new to the role or who want to refresh and develop their skills. New business sales professionals can benefit from understanding this side of the game.



Course Content

• Learning the Client Focused Fundamentals

  • A Client Centric Mindset
  • Understanding Business Needs
  • Building trust and partnership
  • Responsiveness
  • Reliability
  • Consistency

Client Focused Planning

  • Reviewing and Reflecting on status and progress
  • Using the Client Assessment Tool
  • Following through with integrity


• Client Focused Conversation Skills

  • Working with the Client Understanding Spectrum: underlying interests and values
  • Active listening and rapport building
  • Relationship mapping and building
  • Managing conflict and effective problem solving: clean up & straight talk
  • Negotiating wins
  • Reducing client effort and increasing positive experiences
  • Producing high impact Executive Summary/Proposal
  • Making best use of digital channels






If finding new clients is the lifeblood of any enterprise, retaining and growing accounts sustains the business going forward. This intensive course will give you the skills you need to make sure you look after your customer/clients so they can continue to flourish.


Suitable for account managers keen to update their skill-set or learn best practices, the course focuses on getting the core client fundamentals right. This includes developing a client-centric attitude, building trust, and understanding their business needs.


You will also learn how to build effective relationships with clients, manage conflict, make the most of digital tools, and more.





Why this course is important?

Delivery Method


The course will be to face-to-face allowing for interactive experiential learning at locations throughout the UK.


Free tea/coffee & refreshments


Discounts on multiple bookings

£ 790

exc Vat



2 places - Save 5%

3 places - Save 10%

4 places - Save 15%


Course locations

Glasgow, Edinburgh, London, Manchester

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