Key Account Management - Development Program

Assessment: Performance Map

This key account management training program gives you the unique opportunity to self-assess your current KAM capability, and to receive personalised feedback on where your priorities for improvement should lie. Using our Performance Map© tool, you will complete a self assessment questionnaire before attending the workshop, and receive by return a personalised ‘Map’ showing your strengths, weaknesses, and critical focus areas.

DO YOU SUFFER FROM THESE PROBLEMS?

• No measures for profitability
• Short Termism from the top
• Sizeism – ‘big’ doesn’t mean ‘key’
• Resistance from the sales team
• A ‘non-streetwise’ support team
• Too much bureaucracy
• Too many key accounts
• Inappropriate ‘Operational Excellence’
• No plan for servicing the non key account

THIS TRAINING PROGRAM WILL HELP YOU

• Maximize customer retention
• Win new accounts against the top competition
• Secure your customer relationships
• Understand your customer’s values to achieve profitable Key Supplier Status
• Develop sustainable and profitable added value propositions
• Align your whole business behind a key account management strategy

Modulul 1: Securing the Return

• Develop a robust process for Customer Classification and the identification of true Key Accounts
• Develop a Customer Distinction strategy designed to match your resources effectively and efficiently to the market opportunities
• Be able to develop and deliver true, customer focused, value propositions
• Develop the skills of joint planning – working with the customer  Develop the format for practical KA Plans

Modulul al 2-lea: Managing the Relationship

• Understand the purpose, benefits, requirements and implications of AM/KAM
• Assess your current KAM status and identify the most important development needs
• Be able to manage the customer relationship towards planned goals
• Be able to identify and influence the customer’s decision making process
• Be able to plan and implement a cross-functional contact strategy
• Develop responses and plans designed to achieve Key Supplier Status