Workshop on Advanced Key Account Management

Key Account Management (KAM) relates to managing your clients effectively and successfully and nurturing a healthy relationship with them. Learn the practical approaches to planning, analyzing and implementing closer relationships with your strategic accounts. This program will equip account managers with the skills and tools to develop and implement detailed dynamic account strategies and plans for their key accounts. Using their own customers as case studies, participants will establish how 'best practice' principles can be applied to managing their own key accounts whilst adding immediate value into their own organizations

For Whom:

This program is designed for those managing face-to-face relationships with customers that have a significant impact on achieving the organization's business objectives. The course is also valuable for account managers, sales managers and directors intending to implement a key account management strategy within their organizations.

Learning Objectives:

At the end of the course, participants will be able to: 

• Recognize which customers are key accounts.
• Define the functions of key accounts and their importance for the commercial organization
• Understand the scope of the key account management role
• Recognize the stages of a key account relationship.
• Identify and prioritize key accounts to measure their profitability and qualify their strategic importance for their company
• Classify the different levels of customer relationships to enhance the way they interface with customers
• Develop customer focused plans and strategies needed in the development of key accounts
• Build core key account competencies to meet the ever changing challenges in the market