Key Account Management (KAM) is systematic process of engaging and managing specific group of existing customers. It assists to define, understand and achieve a set of goals which mutually benefits organization and customers. The KAM process helps in engaging customers and nullify competition with respect to the customer account, where the ultimate goal is maximizing the revenue.
KAM is actually an approach to develop long term relationship with strategic important customers to optimize value and achieve mutually beneficial goals. These customers account for a significant volume of business and profit and hence require attention, effort, time and resources to grow and retain.
Key Account Management training course training will explore best practices and help delegates highlight where their skills and practices must be developed. In this Key Account Management course you will develop essential key account management skills, learning how to effectively manage your most valuable existing accounts, leading to improved customer satisfaction and increased customer loyalty.
The course shows participants how to build long-term, value-based relationships with large accounts, penetrate them for additional business, and maximize the revenue they generate while reducing the time and costs of managing them. The course also provides a strong focus on quantitative approaches to account qualification and account planning best practices.
At the end of this key Account Management training course training seminar, you will learn to:
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Implement the total process of key account management
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Classify all customers according to a proven, qualitative approach and develop strategies and tactics appropriate to all
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Focus resources, time and attention effectively in the development of key accounts
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Accurately identify those high return on investment opportunities that require and deserve special attention.
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Apply a systematic approach to producing sustainable, long term uplift with selected accounts.
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Create intimacy and move up to trusted advisor status through an understanding of the client’s business and marketplace.
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Build joint development plans and strategies with senior stakeholders.
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Improve the depth and breadth of contacts at all levels within the client, manage and control those relationships.
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Demonstrate ability and confidence in managing key accounts
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Demonstrate how to develop an Account pipeline for future growth
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Communicate more effectively with key customers
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Develop long-term mutually beneficial relationships
Key Account Management training course, is ideal for :
- Sales people who are moving towards a more strategic approach to business development, taking on responsibility for expanding business with high potential accounts as well as further developing and securing important long-term partnerships.
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Suitable for key account managers, strategic account managers, global account directors, client care professionals, and relationship managers.
- Suitable also for experienced salespeople with key account responsibilities looking to gain more advanced skills in key account management and development.
Our courses in London are held at the LPC office located at:
Once you register, we will subsequently send you the course details, including the location, trainer, and other logistical information.
Pay Attention, Please! The course location at our offices is subject to availability. Should our office be unavailable, we will secure an alternative nearby venue and promptly inform you of the change. The exact time and location will be confirmed one week prior to the course commencement.
