Key Account Management
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Key Account Management (KAM) Programme provides frameworks to understand buyer-seller relationships and managing Key Account Management (KAM) in business markets. It will show how to adopt a practical approach to planning, analysing and implementing a closer relationship with your strategic accounts. At the end of the programme, you will have the tools to create a strategic key account plan for a specific customer.
- Understanding and appreciate customer-centricity and its role in higher profitability
- Understanding buyer-seller relationships, networks, and alliances.
- Develop a clear understanding of the goals of KAM as a principle and how it can contribute to the overall strategy of the firm to face future challenges.
- Customer classification and value-based management of customers.
- To learn how to navigate the evolution of key/strategic account partnerships.
- Frameworks for effective management of key/strategic account partnerships.
- Creating and Capturing value for and from the key account relationships.
- Gain a deep understanding of the total process of key account management.
- Assessing Performance of Key Accounts.
- Developing Customer Centric Organizations
- Customer Relationship Management (Introduction to Best practices)
- Key Account Management – key principles
- Identifying key accounts
- Developing a deep understanding of the customer
- Developing customer‐focused value propositions
- Commercial strategies for Key Accounts
- Managing the internal and external teams for KAM
- Prioritizing, managing and growing key accounts
- Conflict Management and Negotiating for higher value
- The strategic role of the Key Account Manager
Who should attend
- Practicing key account managers seeking to ensure they manage key relationships appropriately and profitably.
- Senior sales people and major account managers aiming to develop their planning and customer management skills.
- Procurement managers who would like a different perspective on supplier relationship management and collaborative business‐to‐business relationships.