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key account excellence

Key account excellence

Key Account Excellence changes the way customer facing teams work with their most critical customers – moving them away from transactional selling to a model that will establish durable and valued relationships with key accounts by building best in class capability and confidence in operating in a different way .

You can never leave footprints that last if you are always walking on tiptoe.

- Leymah Gbowee

Our approach to key account excellence

The Key Account Excellence programme provides a structured approach to building the mind-set, best in class capabilities and ways of working that customer-facing teams need to build strong, effective partnerships within key accounts. It involves engaging teams in the principles and process by building a shared view of the commercial capabilities and mindsets and benchmarking these against our KAE data bank.

We will design a fit for purpose, agile plan to close any capability or mindset gaps and provide well evidenced resources and tools to help you implement it. Customer-facing teams will be supported to develop best in class capability and improved cross-functional team working, resulting in improved outcomes in key accounts.

Capability development in Key Account Excellence

To support the fulfilment of Key Account Excellence, we’ve distilled our 20 years of award-winning experience into a series of virtual capability programmes. Each programme is designed to keep your teams motivated and improve the quality of account management in the short term, while setting them up to activate their plans better than ever before. To learn more, click the button below.

Learn more about virtual capability development
Key account excellence | Programme

Customer-centricity case studies

Delivering excellence to customers

A case study on how we helped Sanofi shift mind-sets and ways of working to a more customer-centric approach.


Adopting a customer-centric way of working

A case study on how we helped Novartis encourage teams in high-potential markets to adopt a more customer-centric way of working.

All case studies

The Rubica team have been instrumental in providing the guidance and structure to support the transition of our organisation from a traditional sales model to one that is now truly focused on key accounts.

Jacinta Lawson, Associate Business Unit Director, Celgene Australia  

Want to be more customer-centric?

We can help you build the confidence, capabilities, mind-sets and behaviours that will bring your customer closer.