KEY ACCOUNT MANAGEMENT WORKSHOP

• Training
• October 12, 2022

For most organizations, the old business adage rings true: 80% of your sales come from 20% of your clients. It would make sense, then, to treat these valuable customers with greater care. Yet, too often, companies don’t have a dedicated process to nurture those key business relationships.

The primary objective of KAM is to provide more added value to such customers, increasing customer intimacy and enhance positive relationships resulting in long term loyal customers while improving profitability for both parties.

Finding the correct strategy for each key account and aligning the strategy, tactics and resources accordingly is at the heart of Key Account Management.

On successful completion of Key Account Management course participants will:

• Develop an understanding of the core concepts of KAM essential to create, identify and prioritize key accounts
• Classify all customers according to a proven, qualitative approach and develop strategies and tactics appropriate to all
• Focus resources, time and attention effectively in the development of key accounts
• Accurately identify those high return on investment opportunities that require and deserve special attention.
• Apply a systematic approach to producing sustainable, long term uplift with selected accounts.
• Create intimacy and move up to trusted advisor status through an understanding of the client’s business and marketplace.
• Improve the depth and breadth of contacts at all levels within the client, manage and control those relationships.
• Communicate more effectively with key customers
• Develop long-term mutually beneficial relationships

Business Development Professionals, Key Account Managers, Global Account Managers, Client Service Managers, Key Account Support Team, Territory Managers, Sales Representatives, Marketing & Product Managers, Sales Managers, Relationship Managers, Commercial/Business Unit Managers