This is a practical, hands-on programme that seamlessly combines strategic thinking and actionable tools to help you and your teams make a difference with key customers. This programme features tried, tested and best practice analytical frameworks for effective management of relationships with strategic customers.
At a personal level this programme will help better manage the dilemmas associated with business growth and will increase effectiveness in managing customer portfolios and complex customer relationships.
Professor Javier Marcos is an inspiring educator, researcher and consultant with 20 years of experience working in academia, consultancy and in multinational corporations. He teaches at Cranfield School of Management in the UK and as visiting faculty at a number of other business schools worldwide. Javier brings a unique combination of practical and theoretical knowledge, being a practicing manager, instructor and an active researcher. His expertise, firmly grounded in business and informed by the latest research, focuses on professional selling, sales & key account management, strategic negotiation and executive education & development. Javier is recognised for his innovative, stimulating and proactive teaching approach.