Key Account Management

Mastering KAM

Key Account Management

 

How are you treating your largest and most important customers?
Will they buy more from you next year? Are you sure?
How do you know that competition is not winning terrain?

 

Key Accounts is about handling the most important customers.

This job is becoming more complex in this new, flat,

and hypercommunicated world.

 

The training program is designed to help companies to a systematic and

structured approach to these complex customers and manage value,

expectation and relationships.

 
Book your training today!

 About the program…

The program teaches the basic concepts of Key Account Managment – and is designed to provide applied experience during the program. You will develop the ideas on a real case, your own Key Account.

 

The program step-by-step:

 

  • Basics on KAM work
KAM models and customer relationship maturity asessment methods. The Account Team and involving all roles.
  • Understand the Account
Find out all you need about your customer. How they sell, their vision, their objectives and needs.
  • Align objectives
The Account plan serves as our base for a common understanding with our account. Tactical objectives and Strategic vision.
  • Map Relationship
What stakeholders value, and how that will that act in our favor, or not? By understanding the mechanisms, we develop the Power Base Plan.
  • Growth opportunities.
Where are the pockets of untapped growth in the account? A systematic approach helps the Account Team find the highest value opportunities and create the best Value Prop and messaging for each situation .
  • Meet customer
Taking the message to the right people. How do we act as sales executives in the account, and what is important in the customer meeting.
  • KAM process,
When, why, what and how to do different activities in the Account, and teh KAM team.
  • Measure success
Finally we will discuss how to measure how well we are doing. Sales growth is a basic KPI we all agree, but in true KAM a series of indicators that lead to growth need to be considered.

 

 

 

made for you who…

 

This program is intended for you who are:

 

  • a KAM, Key Account Manager, who manage the most important customers of your company
  • a Sales Director with Key Accounts in the Customer Base
  • planning to create a KAM role in your company and want a structured approach

the program provides

 

As a participant in the program you will

 

  • Gain market share and increase footprint in Key Account
  • Find more and larger opportunities in the Account
  • Communicate and create more value to the Customer
  • Align KAM with corporate strategy
  • Structure and understand Key Account Management
  • Align KAM in your own company by involving transversal Account Team in decisions.
  • Develop your Account Plan template
  • Set relevant objectives based on leading indicators
  • gain a framework to measure success in Key Accounts
  • Understand and manage complex relationship maps

agenda:

 

Over 3 workshops we develop all steps in the following approximate agenda.

During the whole program, each participant will work a concrete case in the own account.

The program will be adapted, but could look like this:

 

Day 1:

  • Key Account Management and the need for it
  • Account planning, and the Account Team
  • The Account plan
  • Understanding the Company
  • The power bases of the customer
  • Homework assignment for Day 2

 

Day 2:

  • Homework – reviewing the Case
  • Developing opportunities
  • Selling Value in Key Accounts
  • Strategic Alignment
  • Homework Assignment for Day 3

 

Day 3:

  • Homework – review
  • Taking the Value Prop to the customer
  • KAM process and the KAM team
  • Measuring success – develop concrete indicators
  • KAM Tools to use in the own context
  • Wrap up and summary

 

Happy entrepreneur presenting to his colleagues new business strategy on a whiteboard during the meeting in the office.

Information

 

DURATION

3 half day sessions over 3 to 5 months
homework assignments and group work

UPCOMING EVENTS

At present only offered as
In Company – Consultancy
LANGUAGE
English, Spanish, Swedish
INVESTMENT
contact us for a quote