Key Account Management Training London November 2015

 
Key Account Management Training
Course Outline
In this workshop you will develop KAM skills - learning how to effectively manage your most valuable existing and prospective accounts.

How to evaluate the fundamental attributes of a key account
Assign a tangible value to any account
Define roles and responsibilities of key account managers
Evaluate a client business environmental analysis
Assess client organisational culture and its fit with your organisation.
Research clients financial performance and future business objectives
Create a client SWOT analysis
Develop a ‘Competitor Matrix’
Pareto analysis of accounts
Create a contract matrix and ensure all team members are aware of their roles and responsibilities.
Establish a buying needs matrix
Motivational theory and its relevance to maintaining good client relationships
Understand buyer motivation and how you can influence it
How to effectively network the account
Maintain team focus whilst meeting account objectives
Influence and authority – it’s impact on account activity.
Build barriers to competitive attack
Understand the importance of product development within a key account
Build a robust and implementable ten point client plan

Who should attend?
This course is intended for anyone who wishes to develop their skills in leading and managing successful key account teams – both client and supplier side. Previous attendees who have found the course of value include, Directors, Owners, Marketing Managers, Sales Staff, Key Account Team members.
This workshop aims to provide delegates with the skills and knowledge to identify and grow key accounts by actively practicing key account principles. Delegates would need to have a target account in mind to be able to work through the exercises and ultimately build their ten point plan.

Peter Ramsden

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