Master Account Management: 1 Day Workshop in Toronto

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Duration: 1 Full Day (8 Hours)
Delivery Mode: Classroom (In-Person)
Language: English
Credits: 8 PDUs/Training Hours
Certification: Course Completion Certificate
Refreshments: Lunch, Snacks and beverages will be provided during the session

Account Management is a critical function in every successful organisation. Account Managers are responsible for building strong customer relationships, identifying growth opportunities, and ensuring long-term client retention.

They often serve as the first point of contact for clients, handling queries, resolving issues, managing requests, and maintaining service excellence. Effective account management not only improves customer satisfaction but also drives revenue growth and business success.

This highly practical training course is designed for professionals working in account management, sales, or client-facing roles. Participants will learn how to improve working practices, strengthen relationships, manage key accounts strategically, and deliver measurable business results.

Course Contents:

Build a High-Performing Account Management Approach

The Account Manager represents the business and plays a key role in customer satisfaction and growth. Success in this role requires strong communication, commercial awareness, planning ability, and relationship-building skills.

You will learn how to:

• Build strong business relationships with clients
• Increase sales performance through account growth strategies
• Add value to clients and exceed expectations
• Measure account performance and adapt strategies
• Develop the personal competencies needed for success
• Set clear objectives and action plans
• Monitor your own performance and targets

By the end of this training, you will be able to:

• Practice account management with a strategic business perspective
• Demonstrate key competencies for successful account management
• Conduct portfolio analysis to identify priority accounts
• Measure performance of key accounts effectively
• Create and manage key account plans
• Strengthen client relationships and improve retention

• Account Managers
• Sales Professionals
• Business Development Executives
• Client Relationship Managers
• Customer Success Teams
• Anyone interested in learning Account Management skills

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Account Management can be challenging due to varied clients, industries, expectations, and commercial pressures. This course gives you the practical tools and confidence to manage those challenges effectively.

You will gain strategies to improve client loyalty, identify new revenue opportunities, manage performance, and become a trusted partner to your customers.

This interactive course includes practical exercises, case studies, templates, and action planning to ensure immediate workplace application.

📧 Contact us today to schedule a customized in-house, face-to-face session:

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Info: Building an understanding of what you can expect to cover during the training course and providing them with an opportunity to identify key elements of importance to them.

Info: Establishing the difference between developing an account management relationship against the task of developing sales.

Info: Understanding the internal scope of influence and where account managers should expect support and resources internally to help them achieve results and support the client. Includes an opportunity to assess current working practices

Info: Account Managers wear many different hats. This section reviews the different role requirements of Account Managers and aligns this to the organisational responsibilities to help align the relationship.

Info: Highlighting the specific skill-set of Account Managers and what is required to be a successful Account Manager. This covers both the fulfilment of tasks as well as the way in which that task is fulfilled.

Info: Identifying the different levels of key account, their importance and how they should be handled. Includes a review of your specific accounts.

Info: Exploring the themes covered so far and introducing new learning points.

Portfolio Analysis – Assessing different accounts and defining key account attractiveness based on specific criteria. This helps identify potential customer growth rate, value and profit potential. Includes a review of existing accounts.
Setting Performance Metrics – Looking at lifetime value metrics for clients and measuring account management achievements. Understanding different performance metrics such as; client retention, revenue growth, relationship growth, profit margin, client satisfaction and how these can be set.
Measuring Performance – Completing a survey to establish how well current business metrics are being met and what gaps there may be. Understanding the challenge to measuring business metrics and the solutions we can put in place to deal with them.

Info: Exploring the themes covered so far and introducing new learning points.

Key Account Plans – Using these important tools to help build and maintain successful accounts. These help; identify strategic clients and accounts, track revenue against target, define strategy and targets, identify risks and implement corrective action where required. This section includes pan templates and a chance to practice understanding.
Summary Activity – Bringing it all together and establishing knowledge retention.
Learning Logs and Action Planning – Setting actions for further development.
This course is highly interactive and contains exercises and activities to help keep you engaged and to ensure learning is embedded.

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