Key Account Management Best Practice

Course Info

Date: Dec-23-2024

Length: 1 Week

City: London

Fees: 4,320

Type: In Classroom

Available Dates

  • Dec-23-2024

    London

  • Jan-20-2025

    London

  • Feb-17-2025

    London

  • Mar-17-2025

    London

  • Apr-21-2025

    London

  • May-19-2025

    London

  • June-16-2025

    London

  • July-21-2025

    London

  • Aug-18-2025

    London

  • Sep-15-2025

    London

  • Oct-20-2025

    London

  • Nov-17-2025

    London

  • Dec-15-2025

    London

Dates in Other Venues

  • Dec-09-2024

    Kuala Lumpur

  • Dec-09-2024

    Istanbul

  • Dec-16-2024

    Paris

  • Dec-16-2024

    Singapore

  • Dec-23-2024

    Barcelona

  • Dec-30-2024

    Dubai

  • Dec-30-2024

    Amsterdam

  • Jan-06-2025

    Istanbul

  • Jan-06-2025

    Kuala Lumpur

  • Jan-13-2025

    Paris

  • Jan-13-2025

    Singapore

  • Jan-20-2025

    Amsterdam

  • Jan-27-2025

    Dubai

  • Jan-27-2025

    Barcelona

  • Feb-03-2025

    Istanbul

  • Feb-03-2025

    Kuala Lumpur

  • Feb-10-2025

    Paris

  • Feb-10-2025

    Singapore

  • Feb-17-2025

    Amsterdam

  • Feb-24-2025

    Barcelona

  • Feb-24-2025

    Dubai

  • Mar-03-2025

    Kuala Lumpur

  • Mar-03-2025

    Istanbul

  • Mar-10-2025

    Singapore

  • Mar-10-2025

    Paris

  • Mar-17-2025

    Amsterdam

  • Mar-24-2025

    Barcelona

  • Mar-24-2025

    Dubai

  • Apr-07-2025

    Kuala Lumpur

  • Apr-07-2025

    Istanbul

  • Apr-14-2025

    Paris

  • Apr-14-2025

    Singapore

  • Apr-21-2025

    Amsterdam

  • Apr-28-2025

    Dubai

  • Apr-28-2025

    Barcelona

  • May-05-2025

    Kuala Lumpur

  • May-05-2025

    Istanbul

  • May-12-2025

    Singapore

  • May-12-2025

    Paris

  • May-19-2025

    Amsterdam

  • May-26-2025

    Dubai

  • May-26-2025

    Barcelona

  • June-02-2025

    Istanbul

  • June-02-2025

    Kuala Lumpur

  • June-09-2025

    Paris

  • June-09-2025

    Singapore

  • June-16-2025

    Amsterdam

  • June-23-2025

    Barcelona

  • June-30-2025

    Dubai

  • June-30-2025

    Istanbul

  • June-30-2025

    Kuala Lumpur

  • July-07-2025

    Istanbul

  • July-07-2025

    Kuala Lumpur

  • July-14-2025

    Singapore

  • July-14-2025

    Paris

  • July-21-2025

    Amsterdam

  • July-28-2025

    Dubai

  • July-28-2025

    Barcelona

  • Aug-04-2025

    Kuala Lumpur

  • Aug-04-2025

    Istanbul

  • Aug-11-2025

    Paris

  • Aug-11-2025

    Singapore

  • Aug-18-2025

    Amsterdam

  • Aug-25-2025

    Barcelona

  • Aug-25-2025

    Dubai

  • Sep-01-2025

    Kuala Lumpur

  • Sep-01-2025

    Istanbul

  • Sep-08-2025

    Singapore

  • Sep-08-2025

    Paris

  • Sep-15-2025

    Amsterdam

  • Sep-22-2025

    Barcelona

  • Sep-29-2025

    Dubai

  • Sep-29-2025

    Kuala Lumpur

  • Sep-29-2025

    Istanbul

  • Oct-06-2025

    Kuala Lumpur

  • Oct-06-2025

    Istanbul

  • Oct-13-2025

    Paris

  • Oct-13-2025

    Singapore

  • Oct-20-2025

    Amsterdam

  • Oct-27-2025

    Barcelona

  • Oct-27-2025

    Dubai

  • Nov-03-2025

    Kuala Lumpur

  • Nov-03-2025

    Istanbul

  • Nov-10-2025

    Singapore

  • Nov-10-2025

    Paris

  • Nov-17-2025

    Amsterdam

  • Nov-24-2025

    Dubai

  • Nov-24-2025

    Barcelona

  • Dec-01-2025

    Istanbul

  • Dec-01-2025

    Kuala Lumpur

  • Dec-08-2025

    Singapore

  • Dec-08-2025

    Paris

  • Dec-15-2025

    Amsterdam

  • Dec-22-2025

    Barcelona

  • Dec-29-2025

    Dubai

  • Dec-29-2025

    Kuala Lumpur

  • Dec-29-2025

    Istanbul

Course Details

Course Outline

5 days course

 

Key account Strategy and Customer Understanding
 
  • World Class Key Account Management (KAM)
  • The Relationship Development Model (RDM)
  • Managing the Key Account Portfolio
  • Understanding the customer’s world

 

KAM Strategies, Mapping and Value Propositions
 
  • Developing KAM strategies 
  • Relationship Mapping
  • Breakthrough value propositions

 

Selecting Key Accounts 

 

  • They are not all Key Accounts
  • What do we do about all the others?
  • How many Key Accounts should we have?
  • It is not about who is the Key Account, it is about do they believe you are a Key Supplier?
  • Classifying our Accounts Process
  • Classifying our Accounts Exercise

 

 

 

Understanding our Key Accounts, How they work and what they really want 
 
  • Account Segmentation
  • Understanding the Customer’s Decision-making Process
  • Understand What Drives the Customer
  • How to Build Compelling Value Propositions for Each Type
  • Understanding the Customer’s Internal Politics and How to Harness Them
  • Understanding the Macro-environment and How It Affects Each Customer
  • How to Be Persuasive
  • How to Develop Compelling Customer Propositions

 

Leading a Key Account Management (KAM) Team and Leading Ourselves 
 
  • The Competencies and Characteristics of Great Key Account Managers
  • The Skills Required to Manage Key and Global Accounts
  • Recruiting Great Key Account Managers
  • Personality Types of Great Key Account Managers
  • Coaching and Mentoring Key Account Managers
  • Communication and Persuasion Skills for Key Accounts
  • Consultative Selling Skills

 

KAM Teams, The Customer’s View and Negotiation 
 
  • KAM Plan Surgery and feedbacks
  • The Key Account Manager and Effective KAM teams 
  • Effective KAM Teams exercise
  • The Buyer’s Perspective
  • Negotiating with Key Accounts

 

Implementing Your Key Account Management (KAM) Strategy 
 
  • Building Trust
  • Using Social Media in Each Segment
  • Resourcing for Key Account Management (KAM)
  • Account Objective Setting
  • Putting Your Key Account Management (KAM) Plan Together

Course Video