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CLASSIC SERIES - 6

Key Account Management

2
Days
Group
For Whom
  • Major Account Managers 
  • Key Account Managers 
  • Strategic Account Managers
At the end of the programme the participant would have learnt
  • The importance of creating a structured plan for a key account
  • Arriving at the ideal Opportunity - Offer matrix
  • Building, Measuring and Managing relationships
  • Becoming a Trusted Advisor
fast-forward-solid
BEFORE THE PROGRAMME A readout to get ready for the programme
AFTER THE PROGRAMME A 20 min ONE on ONE coaching
fast-forward-solid
The Role of a Key Account Manager
  • Who are our key accounts ?
  • How do we classify key accounts?
  • Balancing today and tomorrow
The Fundamentals of Key Account Management
  • Plan and Process
  • Strategy
  • Relationship Management
The Opportunity – Offer Matrix
  • Mapping the customer opportunities
  • Building the opportunity offer matrix
  • Prioritizing the opportunities
Building the Information Base
Measuring and Managing Relationships
  • The 3 connects
  • Stakeholder Management
  • Brickwalling the customer

A Comprehensive Live Account Planning Exercise

Conversation
"This company treats me as though I am its only customer"