As the customer landscape changes, traditional approaches to managing key accounts are no longer fit for purpose. In order to deliver real value, organisations need to form long-term customer relationships, based on empathy, in-depth understanding, and an aligned agenda.
But, there are obstacles to overcome. Habitual practices and ingrained mindsets are predicated on pushing key sales messages, teams often remain locked in siloes, and there’s still too much focus on key opinion leaders rather than the wider network of critical stakeholders.
What this programme focuses on
Rubica’s tried and tested programme empowers organisations to become truly customer-centric. The approach is pragmatic, working with leaders, managers, and employees, and building on existing pockets of excellence to encourage and support small changes with potentially big impacts.
More than simple upskilling or training, the programme is a deeper journey that enables organisations to identify and prioritise key accounts, then engage with their challenges in delivering the best care across the patient journey. By defining shared goals and constantly reviewing the means to achieve them, they can build customer partnerships that are meaningful and mutually rewarding.
Results this programme delivers
Participants in the programme have significantly increased business operating income, boosted sales, improved access to key accounts, and received consistently positive feedback from customers.
To find out more about our Key Account Excellence (KAE) fundamentals programme, contact us by clicking the link below.