Business Development & Key Account Management

Develop and nurture strong, mutually profitable relationships with potentially key clients

Bigrock Business Development and Key Account Management programmes are aimed at experienced professionals looking to move beyond the transactional sale and, via a consultative sales process, build collaborative client relationships.

Our Business Development courses focus on the skills needed to identify, engage and build relationships with new clients.

Our Key Account Management courses explore how to develop deeper, broader and smarter relationships with existing clients.

Bespoke Business Development & Key Account Management Programmes

Corporate Training & Development Programmes

Designed bespoke for your client facing teams

We design bespoke programmes to meet your business’ specific requirements and achieve your objectives.

We design Business Development courses for;

  • Business Development Managers
  • Sales Directors
  • ‘Hunters’

We design Key Account Management courses for;

  • Key Account Managers
  • Strategic Account Managers
  • Global Account Directors
  • Client Care Professionals
  • Relationship Managers
  • ‘Farmers’

Business Development Workshops and Key Account Management Programmes can include these key topics:

Business Development

Identify potential leads

Networking & First Approach

Present your Value Proposition

Engage & build rapport

Elicit an understanding of the client’s needs

Pitch your solution

Progress the sale

Negotiate, influence & communicate

Ensure client delight

Build a collaborative relationship

Conduct reviews, gain referrals and re-engage

Key Account Management

Engage with key stakeholders

Present your Value Proposition

Elicit an understanding of the client’s needs

Present your solution

Contract & agree

Manage key stakeholders

Orchestrate both internal and external resources

Negotiate, influence & communicate

Ensure client delight

Nurture a collaborative relationship

Retain the account & secure further business

In the majority of cases, we recommend a 2 or 3 day course, followed by an Embedding & Elevation event.

We also suggest that learners are encouraged to explore key principles and models, before their workshops, via our digital learning tools.  Then when learners join us in the training room, the focus can be on practising key skills and sharing expertise and experiences. Digital learning is also there to support learners as they apply and embed new approaches in role, after their workshop.

2 Day
Our 2 day courses are fast-paced and dynamic, covering the full client relationship cycle from initial identification of leads through to conducting reviews. We also touch on key skills like negotiation, influencing, communicating and pitching.
3 Day
Our 3 day courses allow more time for discussion, demonstrations and practical exercises that help build delegates’ confidence and capability. In Business Development courses we cover skills like networking, lead generation and initial call techniques in greater detail. In Key Account Management courses we explore how to project manage and work with colleagues to ensure your client the best outcome, how to gain repeat business and gain new contacts within key accounts.

In partnership with Ashridge Executive Eduction, we also offer Post Graduate Qualifications in Key Account Management.

“Bigrock were wonderful! Truly engaging! I really felt they understood MetLife and the depth of their knowledge and experience resonated throughout the course.” Business Development Manager, MetLife

“The combination of educational sessions and practical exercises is brilliant and kept us all involved and entertained. Facilitator has been first class – not only is he engaging, his experience and guidance helped me enormously.”  – Private Banker, Barclays.

“This programme has helped me rebase relationships with existing contacts, think strategically about developing accounts and improve my ability to form on-going relationships with new contacts” – Strategic Account Manager, Aviva UK.

“Excellent!!! Passionate & Mindful. Good call for action and practical in day to day application of Business Development & Client Care” CEO, CBRE EMEA VAS

“Excellent insight into how to structure a client meeting in order to develop a deeper relationship. The role plays were very useful.” – Senior Surveyor, CBRE EMEA

“Have already achieved nearly the same amount of New Business volume in Q1 / April in 2018 as in [the whole of] 2017 – this from being far more prepared and having early conversations.” – Senior Account Manager, Aviva.

Contact Bigrock to learn more about our Business Development & Key Account Management courses

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