Strategic Account Management

We’re renewing our organisation’s strategy and implementing a key account management division. It was great to see if we’re on the right track and learn tips and tricks to even do it better. RSM offered a rich learning experience and has a pragmatic approach. I felt like everyone could relate to it. We learned how to manage the different stakeholders within the organisation which contributes to a positive work atmosphere in which more and more people want to be involved in what we do. We now know the difference between a good and a great key account manager.

We looked for a qualitatively, academically designed training and that's exactly what this was. The programme made me confident that I can help our company take the next steps in customer relationships. We will be adding far more value to our customers, and grow towards mutual strategic partnerships. It was also very valuable to explore other participants’ companies in terms of maturity in working strategically with their accounts. The RSM course contained new insights and learning points for everyone's situation.

I can highly recommend the Strategic Account Management course at Rotterdam School of Management, Erasmus University (RSM). The course equipped me with the latest research on key account management and helped me take my customer relationship management to the next level. A variety of tools were also introduced, starting from best practices for strategic and criteria-based customer selection, up to the development of customer-centric value propositions and implementation strategies. As a participant, I profited from the high practice orientation, which facilitated the enhancement of mutual client relationships and the transferral of learnings into my own organisation. Finally, the course gave me a great opportunity to increase my professional network and to meet highly skilled and interesting managers from all over the world.

My main challenge was to find guidance in developing and bringing our existing strategic partners (distributors) to the next level. The theory and practical examples from the course helped me to take a step back, to evaluate and investigate what is important for our partners and where can we find solutions to develop our business together. During the course you can exchange information with other businesses. This helps in creating a broader view and perspective which have a true added value for developing your own plans. With the information and knowledge received during the course I have been able to make steps in setting up a plan to develop and to bring the strategic partners of PPG coatings Europe BV to the next level to create a truly strategic partnership.

I manage integrated services to support the core business of the immigration office. I wanted to learn strategic methods for the detailed research we do for key customers. I chose the programme because of the practical way in which it’s taught, and so I could hear the experiences of others. I can now more effectively and efficiently create value and maintain a high standard in sustaining and supporting the core business of our customers and the organisation. For me, learning about the Triple Fit Canvas method stands out for bringing together strategies, relationships, and communication. The programme contributed to my way of looking at key customers on a professional level, and analysing processes to support them.

My work at OMV has benefited from my deeper understanding of strategic planning, customer segmentation and relationship management learned from this programme. I chose RSM because of its stellar reputation in executive education and the university’s commitment to excellence, renowned faculty, and global network of professionals. The practical focus and actionable strategies, plus connecting with peers to share experiences and best practices, was valuable, and the meticulous organisation meant the programme was a seamless experience and top-notch. RSM’s negotiation techniques have improved my confidence and my interactions with key accounts, while the emphasis on value co-creation with clients has enhanced our partnerships to drive mutual success.