Account Relationship Strategies for Oil, Gas and Power

An Interactive 5 - Day Training Course

Account Relationship Strategies for Oil, Gas and Power

Making Commercial Relationships
Sustainable, Renewable and Profitable

Classroom Dates
21 - 25 Oct 2024
21 - 25 Apr 2025
Online Dates
21 - 25 Oct 2024

This Account Relationship Strategies for Oil, Gas and Power training course will prepare all the participants to sell strategically, manage key accounts effectively and develop partnerships to take the participants from the role of "Vendor" to "Trusted Partner". The Oil, Gas and Power business is changing rapidly due to current environmental and other trends, buyers are getting more sophisticated, and technology is being deployed more than ever, creating additional buying channels and great opportunities for the modern Key Account Manager who wishes to maximise revenues and profits. From exploration, refining, and retailing, the industry is changing, and organisations need to adapt to stay ahead of the changing competitive landscape.  Developments in technology, shifting markets, and increasing pressure on costs are changing the way organisations buy.

The Energy sector is under severe competitive pressures, so this will give the participants a welcome tool, knowledge, and abilities to form a more strategic approach to sales towards large government organizations and IOCs operating in the Oil & Gas and Power industry. This training course will explore best practices and help highlight where their skills and practices must be developed. It will build essential key account management skills, consultative selling skills, the power of persuasion, and advanced relationship-building skills to effectively manage the most valuable existing accounts, leading to improved customer satisfaction and increased customer loyalty.

This Account Relationship Strategies for Oil, Gas and Power training course will focus on the Oil, Gas and Power sectors that draw upon the latest thinking in terms of relationship building, the science of persuasion, why people say "yes" and account profiling for maximum profit.

By the end of this Energy Training Centre training course, the participants will learn to:

  • Implement the total procedure of key account management to sell strategically, prioritising effort and resources for optimal payoffs
  • Emphasis resources, time, and attention efficiently in the progress of key accounts
  • Demonstrate competence and self-confidence in managing key accounts
  • Build lasting, sustainable relationships and communicate more effectively with key customers
  • Develop long-term mutually beneficial relationships
  • Understand how to create compelling value propositions and how to present them persuasively

The subjects and topics are transferred by means of short, focused presentations, which are followed by experiential learning sessions. In these sessions, the knowledge gained is applied to real-world examples and case studies. Rapid learning of the methods and techniques is achieved by means of group work, individual work, participant discussion, facilitator interaction, and constructive feedback.

The participants of this Account Relationship Strategies for Oil, Gas and Power training course will receive thorough training on the subjects covered with a variety of proven adult learning teaching and facilitation techniques. The available analytical tools have built for the participants to use to assist in their strategic planning freely.

There are several advantages that an organisation can accrue as a consequence of sending the participants on this Account Relationship Strategies for Oil, Gas and Power training course, including:

  • Improved strategic partner status
  • More effective key account managers
  • Increased forecast accuracy and certainty of outcomes
  • Ability to anticipate and counter the efforts of competitors
  • A systematic, strategic approach to selling, throughout the value chain
  • Improve corporate-wide understanding of customers and better long-term relationships

Many personal benefits that will accrue to the participant attending this course, specifically:

  • Develop a strategic approach to account management and selling
  • Understand the scope and competencies of the key account management role
  • Develop a key account plan
  • Recognise the stages of a key account relationship
  • Identify and develop potential in your key accounts
  • Build and develop sustainable positive commercial relationships by using the latest thinking in human relationships
  • Understand how to use the science of persuasion
  • Advanced relationship-building skills

This Account Relationship Strategies for Oil, Gas and Power training course is highly specialized, but its teaching will be invaluable to a wide range of sales and marketing professionals.

Consequently, this training course is suitable for a wide range of professionals but will greatly benefit:

  • Mid-career Level Sales
  • Business Development Managers and Professionals
  • Key Account Managers
  • Global Account Managers
  • Strategic Account Managers and Major Account Managers
  • Senior sales staff and account managers with interest in Key Account Management
  • Sales managers and directors intending to implement a key account management strategy within their organisation
  • All those on the key account support team
  • Others who regularly participate in key accounts including line managers, bid team members, marketing and technical staff

Day One: Introduction to Strategic Key Account Management

  • Definition of the roles and responsibilities of key account managers on the oil & gas and power sectors
  • Competency requirements for key account managers within the energy industry
  • Comparing selling and key account management
  • Key account management requires organisational change: it is not just a sales technique
  • What defines a key account in oil & gas and power?
  • Penetrating, expanding, and protecting key accounts
  • Working with marketing, channel management, operations, logistics, etc.

Day Two: Understanding the Customer

  • Understanding buyer behaviour & motivation within oil & gas and power and how you can influence it?
  • Assessing client organisational culture and it is fit with your organisation
  • Understanding your client’s key business objectives, and aligning
  • The use of a client swot analysis
  • Developing a competitor matrix
  • Who’s who: determining buying roles and networking in oil & gas and power accounts
  • Understanding buyer personas and using them to target effectively
  • Relationship-building skills with oil & gas and power clients
  • Behavioural economics and how customers get to “yes”

Day Three: Creating a Compelling Value Proposition

  • Understanding the real nature of quality and value in energy supply
  • The customer business experience and how to use it
  • Moments of truth in oil, gas & power sector
  • Consultative selling skills
    • High-gain questions, capability statements, and a consultative-selling process
  • How to harness the science of persuasion?
  • Constructing compelling value propositions

Day Four: Developing a Strategic Key Account Plan

  • Designing a modern-day account development strategy for the oil & gas and power sector
  • Joint innovation and building value, to also develop collaborative business-to-business relationships in the energy industry
  • Creating customer dependency
  • Create and managing a contact matrix
  • Getting high-level buy-in and support
  • Analytical approaches to account classification (economic drivers, lifecycle stage, industry forces, etc.)
  • Long term focus on increasing quality, revenues and reducing costs within the oil & gas and power sector

Day Five: Consolidation and Development

  • Negotiation skills
  • Using the tools and techniques on a real account
    • Market positioning
    • Strategic drivers
    • Customer business experience and moments of truth
    • Pricing strategies
    • Creating account profiles
    • Creating a customer persona
    • Creating a compelling value proposition to each persona
    • Capability statements and elevator pitches

We offer two main training formats to cater to different preferences and needs: 

  • Classroom Training Delivery – Our traditional classroom-based training courses provide a face-to-face learning experience with subject matter experts. You’ll benefit form in-person interactions, hands-on exercises, and a structured classroom environment.
  • Online Training Delivery – We also offer convenient live/online training courses that you can access from anywhere with a stable internet connection. These courses provided flexibility and allow you to learn anywhere, making them suitable for busy schedules or remote learning.

The Energy Training Centre Certificate of Completion with corresponding learning hours who has successfully completed the training course.

Yes, we provide assistance by issuing a Letter of Invitation stating that you are confirmed to attend our training.

We value transparency and are happy to provide our instructor’s profiles upon request. If you would like to learn more about our instructor’s’ qualifications, expertise, and experiences, please email us at

Yes, we do. We provide tailored training courses designed to meet the specific requirement of larger group of individuals. These customized training courses can be conducted both classroom and online formats, allowing you the flexibility to choose you preferred dates and duration.

Please contact us at to discuss your group’s training needs, and we’ll work with you to create a personalized training course that aligns with your objectives.

We have multiple international training venues. You may find this through our website link: 

Our training courses are held at our partnered hotels within the city included within our training

Yes, here are the following options we can offer to assist you:

  • Corporate Discount – We can extend our corporate discount to participants staying at the same hotel, if we have any. Please enquire about the availability of this discount when you register for the training course.
  • Nearby Hotel Suggestions – If you prefer other accommodations, we can provide a list of nearby hotels to suit your needs and budget.

Feel free to go through hotel booking platforms on the internet to find the most cost-effective for you.

No, we do not provide job placement services after the training course. However, we are confident that our training course equips you with the necessary tools and knowledge to enhance you career prospects and promote career growth. Our training course are designed to empower you with valuable skills and expertise to excel in your chosen field.

  • Tuition fee for a 5-day training course
  • Provision of a world-class subject matter expert to deliver this training
  • Meeting at a hotel venue corresponding to your chosen session
  • Welcome food and drinks, AM / PM snack, and Lunch
  • Digital course materials (e-Tablet)
  • Course completion certificates
  • Designing and administration of Pre-& Post Course Assessments
  • Preparation of participant’s Performance and Appraisal Report, if required
  • Issuance of Letter of Invitation for delegates needed visa processing, if required
  • Tuition fee for a 5-day online training course
  • Provision of a world-class subject matter expert to deliver this training through live/virtual delivery
  • An electronic copy of the training manual and relevant hand-outs
  • Issuance of The Energy Training Centre e-Certificate of Completion
  • Administration of Pre-& Post Workshop Assessments
  • Link access of online platform acceptable to both parties

Certainly, we do provide corporate rates tailored for organizations seeking to enrol multiple employees in our training programs. To facilitate this, we encourage you to make a formal request via email addressed to We’ll be delighted to discuss and offer a suitable arrangement for your corporate needs.

Yes, special discounts are available upon request if you have more than one registrant for a course. For further information please email us at

We offer two convenient payment options:

  • Bank Transfer – You can make payment via bank transfer. Once your registration is confirmed, you will receive an invoice with the banking details for the transfer. We would require you to supply a swift copy for us to confirm receipt of funds.
  • Payment Link – Alternatively, we provide a secure payment link that you can use to complete your payment after your registration has been confirmed.

Upon receipt of your registration details sent via email at, we will send you the following by e-mail within 24-48 hours of registration.

  • Joining Instructions
  • Invoice/receipt (where appropriate)

 If you register online, you will receive an e-mail on the same day confirming your registration.

There are two convenient options to register for a training course:

  • Online Registration Form – Register for your desired training course by completing the online registration form available on our website. Simple click on the registration button or select your preferred dates and provide the requested information.
  • Email Registration – You can email us your intention to register at Our team will guide you through the registration process and provide assistance you may need.

Yes, we do allow registration transfers in the event that you are unable to attend the training course. To initiate a transfer, please send us an official email requesting the change. We’ll guide you through the transfer process and ensure a smooth transition of your registration to another eligible participant.

Our training course sessions are scheduled and posted on our website for your convenience. However, we understand that there may be specific requirement for your group. If you have a preferred venue and specific training dates in mind, please feel free to propose them to us by clicking on the button “Propose you preferred location & date” of your preferred training course.

Our course timings slightly vary between the cities we offer our training courses. Please let us know of your preferred course and session (dates/venue) through email at Alternatively, you may call/WhatsApp us at +971 50 746 0956.

We understand that time zones may be different between our Senior Consultants and our delegates. Our standard online course timings (11:00 AM to 4:00 PM, GMT+4 – Dubai, UAE) may be adjusted upon confirming the programme. Our team shall communicate between the confirmed registered delegates and suggested a suitable course timing for all.

Our standard course duration for our classroom programmes is 6 hours per day while our online session is 5 hours per day.

Our training programmes are designed to be concise yet comprehensive, focusing on professional development. The duration varies based on the specific course content and objectives – we normally offer programmes between 5 – 10 days. However, our emphasis lies in delivering interactive and engaging sessions that prioritize depth of learning within a condensed timeframe. This approach ensures participants acquire substantial knowledge and skills efficiently.

We have been assessed by TUV Rheinland Middle East FZE and comply with Quality Management System standards – ISO 9001:2015 and ISO 29993:2017, ensuring a commitment to quality and excellence in our operations and services.

Our training courses span across diverse industries, encompassing sectors such as but not limited to:

  • Power & Utilities
  • Oil & Gas
  • Financial Institutions
  • Government and Regulatory bodies
  • Manufacturing & Production Industry

Our commitment lies in continuously refining and expanding our training course offerings to align with evolving industry landscapes. We encourage individuals to explore our website or engage with our dedicated support team for the latest information on available courses, ensuring access to the most pertinent and current educational resources.

Yes, Energy Training Centre is an ILM Recognised Provider (ID# 002398B), authorized to register learners and offer training courses recognized by ILM. Participants seeking ILM Recognised Certification would need to complete an assessment post the ILM Recognised courses. ILM is a renowned provider of leadership and management qualifications, part of the City and Guilds Group. Additionally, our company is a CPD Certified Training Company, ensuring our commitment to continuous professional development standards.