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For most businesses the majority of their revenue comes from existing clients. This is a well known fact and yet still most of our attention and creativity is devoted to securing new clients rather than looking after our golden egg-producing goose.

The two primary objectives of an account manager are to maximise revenues from the client and to displace or effectively repel the competition. This talk explores some practical ways to do this and also looks at what makes a great account manager and how this role can be developed into the much sought after position of ”Trusted Advisor”.

The talk lasts for about an hour and includes real-life examples which give an insight into key account management techniques, followed by time for questions and discussion.