Nigerian Seminars and Trainings

Search all upcoming seminars, conferences, short management courses and training in Nigeria and around the World

business logo

Key Account Management

By: Fontini Consulting Ltd

Abuja FCT, Nigeria

20 - 22 Jun, 2018  3 days

Follow Event

  

NGN 285,000

Key or strategic accounts are your most important clients. Not only are they your most important clients, they are also the ones at most risk of attack from your competition. If they are important to you then they will certainly be attractive to your competitors. Therefore, managing and developing key accounts is an essential skill if we want to stay ahead of the competition!

The day to day activities of your second-tier accounts can often distract you from looking after your most valued clients.

Key Account Management (KAM) cannot be left to chance or the potential consequences could be disastrous. Developing strategic account management techniques and key account managers should therefore be a priority in ensuring you not only protect existing clients from competition but more significantly build long and sustainable relationships resulting in excellent customer retention, improved sales, increased margins and ongoing customer loyalty.

Understanding and practicing key account management principles is essential for the long term viability of any organization operating in today’s dynamic, fast-moving and competitive environment. Equally important is the identification and strategic implementation of KAM principles in targeted accounts.

Learning Objectives

By the end of this course, you will be able to:

  • Identify the success factors for key account strategic selling.
  • Build relationships with key stakeholders.
  • Plan and implement targeted key account business plans.
  • Identify your personal interaction style; assess your preferred style,
  • Behaviours of key decision makers and officers on your accounts and
  • Adapt your style to meet their buying style and process.
  • Recognise the importance of creating a multi-level contact approach
  • With your target key accounts.
  • Understand how to maximize potential business opportunities.
  • Realizes the importance of developing the customer relationship towards a partnership basis and managing it as such.

Module 1: Understanding Key Account Management

  • Defining key accounts and key account management
  • Understanding roles and responsibilities of key account managers

Module 2: Developing a Key Account Strategy

  • Evaluating the potential of each account
  • Buying cycles and their impact on your sales strategy

Module 3: Profiling Key Account

  • Personal and technical factors
  • What is more important; size vs. Potential?
  • What is an ideal customer?

Module 4: Understanding the client’s business requirements

  • Customer business environmental analysis
  • Researching client information
  • SWOT and PESTEL (client and us)
  • Assess client culture
  • Key financials and market drivers

Module 5: Managing Key Account Relationships

  • Understanding the organizational structure of your account
  • Influencing and negotiating with multiple contacts
  • Identifying cross selling opportunities
  • Productive meetings and how to achieve them

Module 6: Analysis of how the account positions us as a supplier

Alexis Hotel and Conference Centre, Plot 693 Obafemi Awolowo Way Jabi - Abuja Jun 20 - 22 Jun, 2018
NGN 285,000.00
(Convert Currency)

Dr. Francis okereke 08035062583

Related Courses
Effective Store Management Course Effective Store Management Course

3 days, 19 - 21 Sep, 2018 

2018-09-19 12:09:00
Akwa Ibom State, Nigeria

Fontini Consulting Ltd

Effective Store Management Course, Who Should Attend? Business managers Department heads and managers Profit Centre Managers Corporate treasury managers Investment professionals Any manager or ...

Security Analysis and Portfolio Management Workshop Security Analysis and Portfolio Management Workshop

5 days, 19 - 23 Nov, 2018 

2018-11-19 12:11:00
Kenya

Fontini Consulting Ltd

This Security Analysis and Portfolio Management Workshop will address the best practices in Security Analysis and Portfolio Management ...

Public-Private Partnership and Concessioning Workshop Public-Private Partnership and Concessioning Workshop

5 days, 11 - 15 Jun, 2018 

2018-06-11 12:06:00
Ghana

Fontini Consulting Ltd

PARTIAL CONTENTS Dynamics of PPP in global economic development. The roles of private equity companies. PPP principles and constrains. What makes PPP’s go right and wrong. Risk factors in PPP ...

Leadership and Motivation Workshop Leadership and Motivation Workshop

4 days, 19 - 22 Jun, 2018 

2018-06-19 12:06:00
Lagos State, Nigeria

Fontini Consulting Ltd

This Leadership and Motivation workshop will address the nittty- gritty of Leadership and Motivation.  Partial Content: Introduction to Motivation and Historical Theories Motivation ...