A common response to organisational needs is to offer a pure training solution. However training alone does not necessarily change behaviour and the preferred approach is to combine formal training programmes with one-on-one coaching to understand the individual motivation and gain commitment to discovering how to operate more efficiently and effectively.

Account Management

Karen worked for six years as an Account Manager for Ernst & Young and then for two years as the national trainer of the Account Management programme. She has developed her own programme, based on best practice account management, which comprises a series of modules from which a client may select to build a half day, full day or two day programme. Modules include

  • Account management – understanding what it is and why it is necessary
  • Account planning – what it is and how to achieve it
  • Relationship management – understanding the different stages of relationship and relationship management tools
  • Pursuit management – why we win and lose pursuits
  • Proposal management (this on its own may be a full day programme)
  • An introduction to selling and how to deploy our personal selling strengths

Credentials

  • Karen conducted a 6 week training intervention for Ernst & Young’s Account Managers
  • She ran a three day, account management and relationship awareness intervention for the business development managers at SPTC, the telecoms parastal in Swaziland
  • Karen co-developed and implemented a Business Development and Marketing workshop, on behalf of The Coaching Centre for FASSET (the Financial Services SETA). She facilitated the workshop in 12 centres around South Africa

Karen is also able to offer programmes in assertiveness and conflict resolution, stress management, emotional Intelligence and interpersonal communication.

 
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