An Intensive 5-day Training Course
Key Account Management
Strategically Manage and Optimize Key Accounts to Enhance Client Value,
Strengthen Relationships, and Drive Sustainable Business Growth
Course Introduction
Customers are important, but they are not Equally important. Customers have a dizzying array of different needs and are often faced with an overwhelming choice of similar suppliers. Conversely, organisations have very finite resources with which to serve and service these customers. Finding the correct strategy for each and aligning strategy, tactics and resources accordingly is at the heart of Key Account Management. We will give delegates a robust, proven and Qualitative approach to classifying customers and then developing appropriate strategies for each.
This training course will explore best practices and help delegates highlight where their skills and practices must be developed. In this Key Account Management training course you will develop essential key account management skills, learning how to effectively manage your most valuable existing accounts, leading to improved customer satisfaction and increased customer loyalty.
This highly engaging and practical Key Account Management training course will prepare all delegates to manage key accounts effectively. Business is evolving rapidly, 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. Developments in technology, shifting markets and increasing pressure on costs are changing the way organisations buy.
This training course will highlight how to:
- Objectively segment and select customers
- Develop and deliver an effective key account plan
- Blocking the competition to secure the account
- Consultative selling and establishing trusted advisor status, maintaining a perception of real strategic value
- Understanding your key accounts, their business strategies, people and buying methods
- Utilising all the required organisational resources to support the key account
Objectives
At the end of this training course, you will learn to:
- Implement the total process of key account management
- Classify all customers according to a proven, qualitative approach and develop strategies and tactics appropriate to all
- Focus resources, time and attention effectively in the development of key accounts
- Demonstrate ability and confidence in managing key accounts
- Demonstrate how to develop an Account pipeline for future growth
- Communicate more effectively with key customers
- Develop long-term mutually beneficial relationships
Organisational Impact
With delegates attending this training course, the organisation will benefit by:
- A clear strategy for consolidating current business and future growth
- A clear, reasoned approach to resourcing “how to back the right horses”
- More effective key account managers
- An improved corporate wide understanding of customers and better long-term relationships
- Improved strategic partner status
- Increased forecast accuracy and certainty of outcomes
- Ability to anticipate and counter the efforts of competitors
Personal Impact
As a delegate attending this training course, you will:
- Understand the scope and competencies of the key account management role
- Be able to develop a key account plan
- Recognise the stages of a key account relationship
- Identify and develop potential in your key accounts
- Build and develop internal teams to help service key accounts
- Utilise internal resources in a virtual team environment
Who Should Attend?
This essential Key Account Management training course is recommended for all those responsible for managing face-to-face relationships with customers that have a significant impact on achieving the organisation’s business objectives. Even a small improvement in performance will justify attending the training many times over. It is invaluable for leaders concerned with managing sales and marketing budgets and other resources (e.g. salesperson deployment).
This training course is suitable to a wide range of professionals but will greatly benefit:
- New Business Development Professionals
- Key Account Managers, Global Account Managers, Strategic Account Managers, and Major Account Managers
- All those on the Key Account Support Team
- Senior Sales Staff and Account Managers with an interest in Key Account Management
- Sales Managers and Directors intending to implement a key account management strategy within their organisation
- Marketing Directors and Marketing Managers
- Sales Directors and Sales Managers
- Others who regularly participate in key accounts including line managers, bid team members, marketing and technical staff
Course Outline
Day One
What is Key Account Management (KAM)?
- Explaining Key Account Strategy
- Developing a Key Account Management (KAM) Strategy
- Why do it?
- What is involved?
- Who is involved?
- How do we execute a Key Account Management (KAM) strategy?
- Pitfalls and Traps to Avoid
Day Two
Selecting Key Accounts
This day takes attendees through a proven, objective process for analyzing all customers and classifying the customers. Then we shall develop strategies and tactics for how to service and resource each customer type in great detail.
This will result in clear and unambiguous resourcing decisions for management.
This day takes attendees through a proven, objective process for analyzing all customers and classifying the customers. Then we shall develop strategies and tactics for how to service and resource each customer type in great detail.
This will result in clear and unambiguous resourcing decisions for management.
- They are not all Key Accounts
- What do we do about all the others?
- How many Key Accounts should we have?
- It is not about who is the Key Account, it is about do they believe you are a Key Supplier?
- Classifying our Accounts Process
- Classifying our Accounts Exercise
Day Three
Understanding our Key Accounts, How they work and what they really want
- Account Segmentation
- Understanding the Customer’s Decision-making Process
- Understand What Drives the Customer
- How to Build Compelling Value Propositions for Each Type
- Understanding the Customer’s Internal Politics and How to Harness Them
- Understanding the Macro-environment and How It Affects Each Customer
- How to Be Persuasive
- How to Develop Compelling Customer Propositions
Day Four
Leading a Key Account Management (KAM) Team and Leading Ourselves
- The Competencies and Characteristics of Great Key Account Managers
- The Skills Required to Manage Key and Global Accounts
- Recruiting Great Key Account Managers
- Personality Types of Great Key Account Managers
- Coaching and Mentoring Key Account Managers
- Communication and Persuasion Skills for Key Accounts
- Consultative Selling Skills
Day Five
Implementing Your Key Account Management (KAM) Strategy
- Building Trust
- Using Social Media in Each Segment
- Resourcing for Key Account Management (KAM)
- Account Objective Setting
- Putting Your Key Account Management (KAM) Plan Together
Certificate
Oxford Management Centre Certificate will be provided to delegates who successfully completed the training course.
Accreditation
In association with
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FREQUENTLY ASKED QUESTIONS
To check on availability please call Registrar’s Office at +971 50 985 0174. If you have any questions or enquiries please feel free to contact us
- Telephone: +971 50 985 0174
- E-mail: [email protected]
Yes, we provide assistance in securing both hotel reservations & entry visa on all our international training venues, for delegates attending our training courses. For further information / assistance, please contact our Customer Service at:
- Telephone: +971 50 985 0174
- E-mail: [email protected]
Yes, Oxford Management Centre is accredited by the following professional bodies;
National Association of State Board of Accountancy (NASBA)
The Oxford Management Centre is registered with NASBA as a sponsor of Continuing Professional Education (CPE) on the National Registry of CPE Sponsors. NASBA have final authority on the acceptance of individual courses for CPE credit.
Yes, discounts are available. For further information please call +971 50 985 0174 or email, [email protected]
Note: Discounts are not applicable with any other special offer that may be available.
There are 2 easy ways to register:
- Online: Select the training course you want to register for, Click the “Book Your Place” button on the course page, complete the form and click submit.
- E-mail: Send your details to [email protected]
We request that all cancellations be made at least one week before the class start date. You may reschedule this class without any penalty. If not, a $250 fee will be charged for cancellations received less than one week before a class begins and for no-shows. Cancellation penalties and any fees incurred by Oxford Management Centre will be deducted from refunds.
For more information request, email [email protected] or call +971 50 985 0174.
The classroom training fees include course presentation, relevant materials, physical & digital documentation, lunch and refreshments served during entire training. Accommodation and transportation are not included in the training course fees.
While, online training fees cover the course presentation and digital documentation and relevant materials.
The Oxford Management Centre Certificate of Completion with corresponding CPE credits shall be awarded to delegates who has successfully completed the training course.
Payment must be received before the training course commences. You can make payment by bank draft, cash, credit card or wire transfer.
Note: If the payment is not received, Oxford Management Centre has the right to refuse admission.
Upon receipt of your registration form, we will send you the following by e-mail:
- Registration Confirmation
- Invoice/Receipt (where appropriate)
If you register online you will receive an e-mail within 24 hours confirming your registration.
