David Ventura
Key Account Management
“Look after your most important customers before someone else does!”
When and where?
Wednesday 3rd March 4:00PM-5:30PM – Online via Zoom (invitation only)
We will be taking a look at key areas from our highly participative and engaging “health check” workshop which provides an overview of the essential KEY ACCOUNT MANAGEMENT strategies, systems and skills needed in today’s challenging business environment.
For senior executives in today’s uncertain world, key account management (KAM) has never been more relevant or important.
- For many organisations, winning NEW business has become extremely challenging in the volatile climate created by the Coronavirus Pandemic. Now, more than ever, much of the opportunity sits with how we DEVELOP our existing customers – working as a partner, not just a supplier.
- In a world that is ‘at war’, what strategies do we have in place to DEFEND our most important customers from competitor attack?
- For many SMEs, 64% of the revenue is provided by just 4% of the customers. Often the ’Top 10’ accounts. Often an SME’s only USP is ‘Customer Intimacy’. To build and MAINTAIN Profitable Partnerships is the Key to Success.
Key questions answered:
- What is the definition of a key account?
- How do you become an effective business “partner” rather than an ordinary supplier?
- How do you measure and increase the value you create for key accounts?
- How do you audit the feelings and perceptions of a key account?
- What should an effective “key account plan” look like?”
David Ventura
David is a thought provoking speaker who helps Senior Leaders and their teams improve the profitability and performance of key customers, bringing to life the principles of increasing results by improving relationships with your most important customers.
David has spent over 12 years in a variety of commercial and leadership roles across numerous sectors, including Retail, IT and Telecoms, with a proven track record in driving business growth across new business and the existing customer base.
His ability to adapt to any given group, sector and culture makes him an ideal facilitator to bridge the gap between ‘best practice’ and creative and innovative solutions. Having started his career in the ‘entertainment industry’ working as a resident Entertainments Manager for Holiday Parks, Cruise Ships and Nightclubs, the transition into Sales and Leadership 12 years came naturally, bringing with him some core principles of Customer Growth;
- The key to any great ‘performance’ is integrity and authenticity. The same applies to business.
- If ‘people buy from people’ then rapport and relationship skills are the most powerful skills to master in business.
- Sales can often be seen as a downstream result of Service Excellence
Now working as a speaker, corporate trainer and coach, David now dedicates his time to helping organisations grow revenues, empower employees and reach full potential by delivering highly engaging and ‘output focused’ workshops.
Living in Hertfordshire, with his Wife and two young children, David is most ‘at home’ cooking up a feast for friends and family and making a ‘mean’ G&T! Contrary to common belief, he is no relation to Ace and believes that happiness comes from achieving an abundance of love, laughter and learning.
Feedback from Members who attended his workshop:
- Well presented workshop.
- Very good, he has a lot more content and could easily be brought back for a series, I feel.
- David was interesting and easy to understand, all of the information was of use.
- a really impactful summary of the KAM approach, particularly useful as a top-up and refresher for me.
- The workshop was the right pace and full of good content, the breakout session was the right time duration