Driving Growth With Strategic Customers, October 26-28, 2010, Rotterdam

Particularly when facing economic down times, the effective management of strategic accounts is one of the pivotal ingredients in the success or failure of firms. In an internationalised business world, Strategic Account Managers are dealing with more complexity than ever before. They must demonstrate the ability to work effectively across regions, business units and functions. Their mandate: to create value for, and with, customers. If your business strategy includes a heavy emphasis on strategic account relationship management, how can you be sure that you have the human talent required for implementation?

This acclaimed three-day Executive Course on Strategic Account Management was designed to equip account managers and their teams with the skills and insights necessary to succeed in their challenging roles. Developed by thought-leaders from the Rotterdam School of Management (RSM) and the Account Management Center (AMC), this short programme addresses the analytical, conceptual and relationship capabilities that top performers must possess. Led by expert faculty, participants will tackle their current business challenges through a series of engaging exercises that will enable them to better recognise and define customer issues, advocate a point of view to multiple levels of the customer organisation, and build the internal commitment required to take productive action.

Specific Outcomes:

• Develop analytical, interpersonal and strategic skills required to manage customers effectively
• Broaden their understanding of strategic account management challenges from both an internal and external perspective
• Devise an action plan tailored to their personal business challenges
• Acquire state-of-the-art knowledge from leading professors, and top executives from well-known multinationals
• Interact with participants from other organisations, sharing experiences during interactive sessions
• Receive expert coaching from top faculty

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