Peers and ideas driving business performance

MD2MD is for Managing Directors in Oxfordshire, Berkshire, Wiltshire, Gloucestershire, Northamptonshire,  Buckinghamshire & Hampshire.

MD2MD

01865

600800

May 2009

Date: Tuesday 12th May

Venue: Swindon

Speaker: Phil Jesson

Topic: Building Profitable Relationships - Part 2
           Growing share of spend with Key Accounts

Phil Jesson, who is widely regarded as one of the best motivational speakers and facilitators in the business world, helps clients develop effective, long-term partnerships with their key accounts and people. He has helped Michelin, Grant Thornton, Bass, Tarmac and dozens of SME companies to dramatically improve retention and results from their key accounts i.e. the 20% of customers that often produce 80% of the business. Improvements in customer retention and staff commitment typically produce very impressive increases in profitability and performance.

WORKSHOP CONTENT:

· Improving profitability by working as a “partner”, not a supplier - “stand out from your competitors, don’t stand up to them”

· Getting closer to their feelings and needs  - “it is impossible to improve unless you know where you are starting from”

· Becoming an expert in the key account’s world - “if you are an expert in their world, you will never have to sell again”

· Using board-level “big guns” effectively - “key account management starts at the top or it does not start!”

· Building a team-based culture – “the service we give customers is influenced by the quality of service we give each other”

· Developing clear and focused plans for each key account – “if you know where you are going, you are already half-way there”

Phil’s style is very participative, with plenty of group work, discussion, feedback and good humour. The workshop features relevant case studies and is supported by a range of additional downloads and tools from his award-winning website, www.philjesson.com These great takeaways ensure MD2MD members will be equipped to convert their action plans into a long-term, profitable, sustainable reality.

Comments from Members:

“The conceptual models were very valuable”

“Practical exercises – lots of discussion”

“Relevant, well paced”

“Liked the practical take-outs”