RETAIN / Key client management

Existing clients pay your wages. Proactive client management ensures that you deliver services on time and on budget while meeting their expectations and nurturing a positive working relationship.

Key Account Management

Our Key Account Management courses will help your team identify potential growth and strategic solutions to benefit both you and your clients.

Who’s it for?

Partners, Directors, Senior Fee Earners who are responsible for managing key accounts.

(Participants are quite likely not to be trained sales professionals, but executive decision-makers who are well-placed to sponsor key account management programmes and deliver cultural change to promote KAM.)

Content overview

During this course, we will identify your key clients looking at profit and potential and then we will focus on:

  • Understanding the client and how they make buying decisions
  • Analysing what we need to do to retain and develop the client
  • Learning how to become the Trusted Advisor by developing key relationships
  • Maximising what the client buys and discovering hidden cross-selling opportunities
  • Using the wider team to strengthen and broaden relationships through collaboration and breaking ‘silos’
  • Putting together the client plan to be used by the key account manager, delivery team and working with the client themselves.

Course format

One day on-site workshop for up to 12 people.

Questas Consulting is based in London, and travels internationally to deliver sales training.


Participants will find an increased awareness of what needs to be done to achieve client retention and growth, leading to the increased profits of mututally beneficial client / supplier relationships.

They will also be equipped with the skills and resources needed to implement of a practical plan of action for their organisation to establish the best practice of Key Account Management culture.

Register Your Interest

From our blog

The top five factors to successful key account management

Developing and implementing successful key account management programmes takes time and commitment. Gillian Sutherland provides advice on the steps you can take to ensure your investment of money and effort pays off.

Read more

Questas Quote Marks CircleGary and his team have both inspired us and provided us with the tools to manage and expand our key client base.”

Dr Alan Barr, Managing Director, RPS, Northern Ireland

Questas Client Account Planning Download cover

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Account Management Training Designed for the Professional and Engineering Services

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Have questions for us? Get your team started today and gain a new competitive advantage.


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