Developing A Reputation As A “Value-Adder”

Given the market pressures and demands exerted on customers by:

• Their direct and indirect competitors
• Potential or new market entrants
• Their channel partners or distributors
• The ultimate customer or consumer

the Key Account Manager is, potentially at least, in a unique position to seize the opportunity to add value to the relationship with these key customers. This is predicated on the ability of the Key Account Manager to understand the pressures specific to each customer and to qualify and quantify what each major customer means by “added value”.

Value Ladder

The potential relationship levels can be characterised as:

Achieving the position of at least preferred supplier status and then building a reputation which allows the customer to perceive suppliers as partners in the total business process is the ultimate purpose of Key Account Management.

To help you keep ahead of the competition and make sure you are making a real impact in developing long-term relationships with your clients why not attend our Key Account Management Open Course.

For further information or to book a course please contact:

Faye Shipley
T:  01789 734300
E:  fayes@structuredtraining.com