Course Structure In company Training Course Can be tailored to suit your needs and number of days can be as required Average daily training rate @ £1850 plus VAT (£2173.75) per training group Please contact Tom Owen on 0845 658 0654 for more details   If you are looking for individual training please click here or call Maxine or Patricia on 0845 658 0654 KEY ACCOUNT MANAGEMENT In today’s competitive business environment keeping the right customers is essential to profitability. The race for global presence and distribution capability means suppliers face the difficult challenge of handling accounts that are strategically important and increasingly powerful. This blended programme focuses on the key activities and skills required to manage and develop accounts which are - or have the potential to become - strategically important to the business.

Who should attend?

Those who manage accounts which are strategically important to the business due to size, potential or reputation in the market place.

Objectives

By the end of the course participants will be able to:

• develop a strategic approach to managing your most important accounts
• identify the key activities and added value that successful account managers must bring to a customer

Programme Content

Identifying the role of the Key Account Manager

• accountabilities
• responsibilities
• skills; knowledge

Targeting and planning for success

• 4 key tools to:
  • map and target accounts effectively
  • design winning key account strategies
• account plan - from strategy to tactics
• building ‘entry barriers’ for competitors
• unlocking your competitors’ star accounts

Pipeline management and account development

• pipeline measurement tools
• time metrics benchmarks
• time management and business development
• managing requests for proposals

Maximising your Value Propositions

• the cornerstones of market understanding
• mapping the total customer experience
• building your Value Proposition in a highly competitive environment

Strategies to conquer Decision Making Units (DMUs)

• how to identify the main players
• profiling their criteria for decision making
• how to discover and understand their hidden agendas
• defining and implementing an access strategy
• the keys to effective networking
• building effective relationships with DMUs

Managing strategic accounts

• how to organise a strategic account team
• defining:
  • objectives
  • strategic milestones
  • communication processes
• gaining loyalty and commitment internally
• preparing for category management