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Managing Major Accounts, Ballsbridge

Many markets are flat currently, as a result more organisations are chasing the same revenue. Retention is one of the biggest issue in sales currently. Customers have also changed. Their business priorities, budgets, authority and influences may be different from the last time they bought from you. When power shifts – requirements can get redefined. It is vital that sales organisations are engaged strategically and positioned correctly to retain and grow major accounts.

Who Should Attend

Experienced or new account managers who need to plan, retain and grow their major account business. Sales managers leading new or evolving key account teams. Business development managers who are responsible for building long-term business through their sales teams would also benefit

Course Objectives

  • To help organisations engage their accounts at a more strategic level.
      • To position your product/service in a more differentiated fashion and shift the focus from services and prices to strategic value and relationships.
      • To help you identify the relevant stakeholders and develop the right relationships, which help shift the perception from supplier to Strategic Partner.
      • To retain and grow more business
      • To help you write strategically robust Account Plans


The Role of the Account Manager – How to see your role. The Business Context of Account Management – How to understand your client’s environment. Account profiling – The Key Account Management Wheel, an effective diagnostic to tell you how you are positioned within an account. Relationships in Accounts – We will help you maximise the value of your relationships within your accounts through:

      • Identifying Purchasing Roles
      • Discovering Individual and Business Agendas
      • Identifying Personal Wins and Personal Losses
      • Identifying Influence

Account Planning – How to write an Account Plan that will engage all of your organisation in retaining and growing the Account.

      • Identify the Key Players, their roles, their agendas and your strategy
      • Understand the business challenges of the customer
      • Identify your objectives
      • Identify your unique business value proposition
      • Create and execute on an action plan

Fee to attend:  €410 (Members), €490 (non Members)


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How to Improve Your Cash Flow & Avoid The Cash Trap

Cashflow is the life-blood of any business. By correctly managing the money that is coming into and out of your business, you will not only keep your business alive but allow it to thrive. However, even the most profitable business can fail if it run’s short of cash.

Join Balbriggan Chamber Lunch & Learn to pick up some excellent tips on how to improve your cash-flow and guarantee your business is thriving.


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IAM 2015 Conference, Galway

NUI Galway’s J.E Cairnes School of Business and Economics are hosting the 18th Annual Irish Academy of Management Conference 2015. Over 140 research presentations will feature from a diverse range of speakers, focusing on the conference theme, which is ‘Towards Socially Responsible Management?’ The delegate fee for attending the conference and its dinner is €395.

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Guide to Buying a Small Business

Embarking on a small business venture takes courage, lots of energy, and a willingness to take risks. This guide to buying a small business, instead of starting a new business from scratch, will showcase several advantages that buying an established small business venture offers. The current owner has already done […]

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Business Growth Programme, Dundalk

The ManagementWorks Business Growth Programme will help you to build your skills as a manager so that you can develop and grow a profitable and sustainable business. Using a proven combination of group workshops and one-to-one coaching, the programme will help you to take positive action and drive improvements in your business. This heavily subsidised high-impact programme is delivered by leading business coaching and training providers, ActionCOACH Business Coaching Ireland.

The programme is starting on April 16 in Crowne Plaza Hotel, Dundalk.

For further information or to secure your place on the programme, please visit the official website or call Brian Colleran, Programme Development Manager, on 087 2928900 or email

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Calling all Innovators & Entrepreneurs, we need your help & your green VOTE !!

As with any Irish technology company, we all suffer unique challenges when growing business internationally. As a country we have a small population so we struggle when trying to make as much noise as our International competitors. Even places we assume are tiny states such as Haiti & Togo have twice and three times […]

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Facilities Management Ireland 2015 Conference

Facilities Management Ireland is a Conference and Exhibition which has been launched in direct response to the growth in the Irish companies looking for information and solutions to improve their efficiency and reduce the cost of running their business environment. It is being held at the RDS in Dublin on 4th and 5th March 2015.

Now in its seventh year the show continues to meet the needs of those responsible for maintaining and managing commercial, industrial, retail, educational, government and other large facilities and working environments.

We all know that facilities represent the biggest cost after salaries for most organisations. But simply doing things more cheaply isn’t the whole story. Every aspect of facilities management ultimately contributes to people’s well-being and productivity – which shows up on the bottom line, too.

FM Ireland is the only event that covers the entire spectrum of ‘hard’ and ‘soft’ FM services and products. Summing up this vast, complex industry isn’t easy, but we’ve identified three compelling factors that consistently bring visitors to FM Ireland:


Registration Opens at 09.00am on both Days

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Business Growth Programme

This Business Growth Programme will be delivered by ActionCOACH Business Coaching Ireland. It is an action-oriented programme delivered over six months and designed specifically for SME managers. It’s a high performance mix of group workshops and one-to-one coaching/mentoring focused on the strategic business objectives of growth and profitability.

For more info visit

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Tips for Getting Paid On Time

Good accounting system and routine. Do you actively manage your business cash flow or does the lack of cash govern the way you manage your business? A tighter credit control system can help a business to identify potential bad debts and take appropriate steps to reduce them, and ultimately get […]

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The 2015 Chartered Accountants Ireland Dinner

The 2015 Chartered Accountants Ireland dinner will be a celebration of Chartered Accountants’ roles across the island of Ireland and will be addressed by former statesman John Bruton, and rugby legend Willie-John McBride. The event will be a gathering of top decision makers and influencers in business and finance. It will present a superb opportunity to build teams, cement client relationships and meet fellow business leaders.

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The Most Common Reasons Why Projects Fail

In general, organisations perform two types of work: projects, and operational work. The latter is relatively easy to perfect. Operational work tends to be repetitive, lending itself well to systematisation and incremental improvements over time. Projects, on the other hand, are unique from one to the next, have fixed starting […]

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Ways to Improve Employee Engagement

With the era we live in it’s almost become a commodity to work in the field you’ve schooled for. Usually, most of people find themselves working jobs they are not that passionate about either because those bring money or because they were the first thing offered to them after getting […]

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