Key Account Management
Be the differentiating factor in growing existing accounts. Maximise client relationships with your personality and proven tools and skills.
After completing this program you can:
- Design a systematic approach to manage large accounts strategically
- Protect profitable and predictable revenue streams
- Create an internal process for planning and communicating customer care
- Develop a value generating, strategic account plan
- Deliver "Win-Win" business solutions on your high value accounts
- Implement a Key Account Management Plan in your organisation
WHO IS THIS FOR?
CEO'S, MARKETING LEADERS, BUSINESS LEADERS, SALES LEADERS, ENTREPRENEURS,
ANYONE WANTING TO TAKE CHARGE AND GROW THEMSELVES AND THEIR BUSINESS
How to deliver Key Account Management Excellence
MODULE 1:
What is Key Account Management
- The key Account Management model
- Trends and developments
- Successful examples of implementing
- National & Global Account Management
- Gaining business value from customer value
- The key Account Manager mindset
MODULE 2:
Research and Profile your Customers
- Investment vs. return
- Get your priorities right
- Assess your offers' strength, weaknesses and unique advantages
- Be clear on your marketing process and your role within achieving business objectives
MODULE 3:
Being a Successful Account Manager
- Account management and selling - the difference
- Account manager - the role and responsibilities
- The ideal Key Account Manager profile
MODULE 4:
Know your Key Accounts
-
Prioritising: Know all your key accounts
- Customer segmentation
- Customer classification
- Customer prioritisation
MODULE 5:
Teamwork to support Key Accounts
- Identifying and overcoming internal barriers that prevent quality client support
- Ensuring all support staff play a key role in servicing your key accounts
MODULE 6:
Planning a Key Account Strategy
- Assess your customer potential
- How to develop a key account for the long-term
- Longer buying cycles and their impact on you sales strategy
- Recognising opportunities and threats
- Set SMART objectives and specific goals
- Customer forecasting model
- Planning and negotiating with key accounts
MODULE 7:
Develop your Key Account Action Plan
- Plan specific action steps and accountabilities
- Schedule milestone reviews
- Set internal and external communication plans
- How to reach consensus
- Gain commitment
- Implement your Key Account Plan into the wider organisations' plans
MODULE 8:
Managing Key Account Relationships
- Understand your account's organisational structure
- Influence and negotiate with multiple client contacts
- Identify and nurture cross selling opportunities
- Networking within your account
- Build more mutually profitable and sustainable relationships
MODULE 8:
Account Objectives and Corporate Alignment
- Make commitments to specific revenue goals for each key account and to generate ideas for innovation, differentiation and profit improvement whilst staying to true to the corporate vision, values and objectives
What's included?
RECORDINGS
Assess your communication style and be aware how others perceive you.
WORKBOOK
Watch short presentations about negotiations Strategies and learn tactics and Stories from real Negotiation deals.
CHECKLISTS
Practice and work through case studies .Experience your emotions in Role Plays. Get Feedback .
COMMUNITY
Implement the strategies and get feedback on your actions. Use Q&A Sessions to reflect on your results.
SCHEDULE A CALL
if you want this training customized for your needs please schedule a free call.Click here to choose your best time
GET TRAINING DATES
Join early bird list and get informed about when this program starts
FEEDBACK
Please send us your iea and feedback. This is a living page and we appreciate all ideas, cooperation and improvements.
Yes, I want to study this ONLINE
Sorry! The doors to this Program are currently closed! We run this program twice per year with small group of ambitous people. If you want to get noticed get on the waiting list and benefit from early bird prices.
