786 Courses delivered Online

Successful account management requires time and investment to achieve high levels of customer satisfaction and develop new business opportunities. Ensuring you are equipped with the right tools to approach every customer interaction in a structured way will help you have productive relationships with your clients. Whether you're new to account management or experienced in business development and looking to expand your skillset, understanding how you can maximise customer relationships will be key to your success. We have developed this programme to be practical, fun and interactive. Participants will have the opportunity to learn and practice a number of key skills that will see successful results, and are encouraged to bring real life examples to the course so that learning can be translated to real world scenarios. This course will help participants: Learn how to plan growth and increase revenue from existing accounts Develop skills to build and develop essential relationships to increase value and visibility Learn how best to create loyalty and customer satisfaction Identify how to set account targets and development plan for building contacts and cross-selling Develop persuasion and influencing skills to better define needs and develop opportunities Learn how to add value at all stages; plus gaining competitive advantage Develop an up-selling, cross-selling strategy 1 Performance metrics for account management Introduction to the PROFIT account management model Using practical tools to measure account performance and success Planning your account strategy - red flags and green lights 2 Relationships for account management How to build and manage key relationships Producing a 'relationship matrix' Developing a coach or advocate 3 Setting objectives for your account Developing an upselling cross-selling strategy Setting jointly agreed goals, objectives and business plans Planning session 4 Feedback and Retention - building loyal and satisfied customers How to monitor and track your customer's satisfaction Building a personalised satisfaction matrix Customer service review meetings 5 Influence Getting your message and strategy across to C-level contacts Being able to better develop a business partnership within an accountes 6 Teamwork and time management Working with others to achieve your account goals Managing and working with a virtual team Managing your time and accounts effectively 7 Gaining commitment and closing the sale Knowing when to close for commitment How to ask for commitment professionally and effectively Key negotiation skills around the closing process - getting to 'yes' Checklist of closing and negotiation skills Practice session

This programme has a simple objective: to help a sales team create and implementa comprehensive account development plan. If you want to earn strategic partner or preferred supplier status with your clients and customers then you need to add value to their business, consistently, and you can only do this if you have a plan - a key account management plan. This programme will help participants: Discover opportunities - through a deeper understanding of the customer's business Develop partnership - through a better 'value proposition' for the customer Increase repeat business - based on higher customer satisfaction Improve synergy - by getting everyone to 'sing from the same hymn sheet' Develop a collaborative account plan - validated by the customer and their own management Secure resources - management will align resources to execute soundly based account plans Win an increased share of 'customer wallet' - through systematic account development 1 The six principles of strategic account development Introduction to the PROFIT account development model:- Performance- Relationships- Objectives and goals- Feedback- Integration- Teamwork Practical account development strategies: overview and case studies 2 Performance Use practical tools to help you manage and measure account performance and success Design and build a monthly account dashboard for all sizes of account Prioritise and manage accounts and customers pro-actively and successfully, using proven planning tools Develop a cross-selling strategy to integrate products or solutions into the customer's business as closely as possible 3 Relationships How to build and manage key relationships within an account Qualifying and managing key influencers accurately Producing a 'relationship matrix' for each account quickly and easily Approaching and developing new contacts strategically Tools and techniques for successful tracking of contacts and call-backs Developing a coach or advocate in every customer organisation pro-actively 4 Objectives and goals Where are you now? - how to establish your competitive position within an account Know how to set, monitor and track key objectives for accounts over the short, medium and long term Selling against the competition - developing both long- and short-term sales strategies 5 Feedback - building loyal and satisfied customers The correct way to manage customer expectations and create listening loops within an account How to monitor and track your customer's perception and satisfaction with your organisation Building a personalised satisfaction matrix for each account Customer review meetings - best practice in building loyalty by regular joint planning events Understanding the concept of long-term customer value and the importance of adapting a customer-focused attitude 6 Integration How to integrate your products or solutions with the customer's business needs and processes Spot and react to early warning signals that may cause an account's loyalty to fade, reduce revenue or switch to a competitor Developing a loyalty strategy for key accounts or groups of smaller accounts Getting your message and strategy across to C-level contacts 7 Teamwork Working with others to achieve your account goals Gaining internal commitment from your organisation Managing and working with a virtual team Creating cross-departmental communication loops 8 Putting it all together Personal account reviews Personal learning summary and action plans

Duration 3 Days 18 CPD hours This course is intended for New users of Real User Monitor (RUM) 9.1, including: Database Administrators System Administrators Network Administrators Operations Managers Availability Engineers Overview At the end of the course, you should be able to: Describe the architecture of a RUM implementation Install and configure the RUM Windows Probe Install and configure the RUM Engine Configure RUM monitoring of a three-tier application (web, application, and database server) from BSM Explain RUM reporting data Size and tune RUM Configure RUM monitoring for secure web applications that use SSL Java Key Store (JKS) Troubleshoot RUM issues using the RUM logs This course is designed for users who have working experience with Business Service Management (BSM). This course is designed for users who have working experience with Business Service Management (BSM).

Duration 5 Days 30 CPD hours This course is intended for This is an intermediate course for POWER i administrators, IBM Business Partners, and anyone else who would like practical knowledge of the features and functions supported by BRMS. Overview Describe the major features and functions of BRMS List the steps to install BRMS on a single system or in a BRMS Network environment Implement a previously defined backup and recovery strategy using BRMS Implement a previously defined archival and retrieval plan, including dynamic retrieval, using BRMS Explain how to utilize a tape drive, tape library system, virtual tape, and optical drive with BRMS Implement and use BRMS using the green screen, System i Navigator, and IBM Navigator for i This course covers the features & functions supported by Backup Recovery & Media Services (BRMS). Learn how to perform the supported functions when using a 5250 emulation session, when using System i Navigator, & when using IBM Navigator for i. Overview of BRMS . Installing BRMS . BRMS policies overview . Media devices and encryption using software and hardware . Overview and implementation of virtual tape, DVD, and optical device support . Creating a simple backup control group . BRMS log . Saving IFS data . Working with backup lists . Parallel save, user exits, and save-while-active . Performing a backup and full system backup . Other backup topics i . Storage locations . Containers . Move management . Media class . Media policies . Media topics . BRMS networking . Scheduling BRMS jobs . Daily maintenance . BRMS reports . Recovery . Tape duplication and label print . Functional usage . Archive . Retrievaltion . TSM Client and BRMS on IBM i . BRMS Enterprise . Summary .

Your grumpiest customers can become your biggest advocates if you solve their problems quickly, effectively and permanently. We supply the top tips for dealing with tricky customers so your teams can create positive outcomes from every interaction with some simple techniques that make a difference to relationships straight away. Bespoke courses include: Customer needs and expectations Communication styles and how to influence them Assertiveness The 4 psychological fears Dealing with difficult customer behaviour The power of your behaviour Five steps to customer problem solving

Duration 5 Days 30 CPD hours This course is intended for New users of BSM 9.0 -- 9.2,including:? IT Tools engineers? Database administrators? System administrators? Network administrators? Operations managers? Availability engineers Overview After completing this course, you should be able to:? Identify HP Business Service Management (BSM)deployment scenarios? Monitor application performance and availability fromthe end user perspective? Integrate HP SiteScope with the BSM environment? Monitor the real-time status of Key PerformanceIndicators (KPIs), view performance metrics, and workwith reports containing historical performance data? Configure and work with an IT model to build atopology of your system, populate the model withconfiguration items (CIs) and relationships, and use themodel to measure and manage critical businessprocesses? Create and analyze reports that present and organizespecific data your organization might need? Create and manage service level agreements (SLAs)representing your department contracts with serviceproviders, customers, and internal business units? Perform administrative tasks to enable user access,configure licenses, and enhance system performance? Work with the following applications: End UserManagement (EUM), Business Process Monitor (BPM),SiteScope/System Availability Manager (SAM), Run-Time Service Model (RTSM), BSM applications ? ServiceHealth (SH), MyBSM, Service Level Management (SLM). This entry-level, instructor-led classroom training offers technical personnel, who are new to HP Business Service Management (BSM) 9.0 ? 9.21, the opportunity to develop hands-on experience in applying the fundamental concepts, principles This entry-level, instructor-led classroom training offers technical personnel, who are new to HP Business Service Management (BSM) 9.0 ? 9.21, the opportunity to develop hands-on experience in applying the fundamental concepts, principles