Blitz Case Study
Strategic Client Management Skills for Account Managers
“A well structured, informative day of huge benefit to our Account Managers.”
Blitz communications is the UK’s leading provider of audio visual equipment and services and has been transforming events into memorable experiences for over 20 years for companies such as Microsoft, Tesco, Toyota and Coca Cola. The company encourages its technical experts to develop their career by moving onto account management roles which brings technical expertise to clients at the first point of contact.
Blitz identified a need for customer relationship management and negotiation skills development with its account management team to equip them with the skills and confidence to become more proactive with customers. To meet this brief, Leicester Business School developed a master class in the ‘The Art of Selling and Negotiation’ in conjunction with the senior management of Blitz. The master class provided the knowledge and skills to develop deeper and more strategic relationships with clients through improvements to organisational and communication abilities, team working and sales techniques. The master class allowed immediate implementation of new skills in the field in preference to extended study towards a qualification whilst implementation by a University reinforced the commitment of the company to high quality staff development designed to yield practical results.