Mastering Key Account Management

Available Dates

Nov-11-2024

London
Dec-09-2024

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

Nov-11-2024

Amsterdam
Nov-18-2024

Istanbul
Nov-18-2024

Kuala Lumpur
Nov-25-2024

Singapore
Nov-25-2024

Paris
Dec-02-2024

Dubai
Dec-02-2024

Barcelona
Dec-09-2024

Amsterdam
Dec-16-2024

Kuala Lumpur
Dec-16-2024

Istanbul
Dec-23-2024

Singapore
Dec-23-2024

Barcelona
Dec-30-2024

Dubai
Dec-30-2024

Paris
Jan-06-2025

Kuala Lumpur
Jan-06-2025

Istanbul
Jan-13-2025

Paris
Jan-13-2025

Singapore
Jan-20-2025

Amsterdam
Jan-27-2025

Barcelona
Jan-27-2025

Dubai
Feb-03-2025

Kuala Lumpur
Feb-03-2025

Istanbul
Feb-10-2025

Paris
Feb-10-2025

Singapore
Feb-17-2025

Amsterdam
Feb-24-2025

Dubai
Feb-24-2025

Barcelona
Mar-03-2025

Istanbul
Mar-03-2025

Kuala Lumpur
Mar-10-2025

Paris
Mar-10-2025

Singapore
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

Paris
May-12-2025

Singapore
May-19-2025

Amsterdam
May-26-2025

Dubai
May-26-2025

Barcelona
June-02-2025

Kuala Lumpur
June-02-2025

Istanbul
June-09-2025

Singapore
June-09-2025

Paris
June-16-2025

Amsterdam
June-23-2025

Dubai
June-30-2025

Istanbul
June-30-2025

Barcelona
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

Barcelona
July-28-2025

Dubai
Aug-04-2025

Kuala Lumpur
Aug-04-2025

Istanbul
Aug-11-2025

Singapore
Aug-11-2025

Paris
Aug-18-2025

Amsterdam
Aug-25-2025

Dubai
Aug-25-2025

Barcelona
Sep-01-2025

Kuala Lumpur
Sep-01-2025

Istanbul
Sep-08-2025

Singapore
Sep-08-2025

Paris
Sep-15-2025

Amsterdam
Sep-22-2025

Dubai
Sep-29-2025

Kuala Lumpur
Sep-29-2025

Istanbul
Sep-29-2025

Barcelona
Oct-06-2025

Istanbul
Oct-06-2025

Kuala Lumpur
Oct-13-2025

Singapore
Oct-13-2025

Paris
Oct-20-2025

Amsterdam
Oct-27-2025

Barcelona
Oct-27-2025

Dubai
Nov-03-2025

Istanbul
Nov-03-2025

Kuala Lumpur
Nov-10-2025

Paris
Nov-10-2025

Singapore
Nov-17-2025

Amsterdam
Nov-24-2025

Barcelona
Nov-24-2025

Dubai
Dec-01-2025

Istanbul
Dec-01-2025

Kuala Lumpur
Dec-08-2025

Singapore
Dec-08-2025

Paris
Dec-15-2025

Amsterdam
Dec-22-2025

Dubai
Dec-29-2025

Istanbul
Dec-29-2025

Kuala Lumpur
Dec-29-2025

Barcelona

Course Details

The world changes and the sales environment is rapidly changing too. We need to identify, develop and deliver new methods so we are ready to face sales characterised by complexity, long cycles and high demand.

KAM is actually an approach to develop long term relationship with strategically 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.

Through Key Account Management: Prioritise and Create a Profitable Environment training course you will have a better understanding of the latest thinking in key account and customer relationship strategy and customer segmentation for companies and individuals who would like to make a difference in this competitive and fast-changing world.

By the end of the Key Account Management: Prioritise and Create a Profitable Environment training course, you will:

Handle better margins and make more profits.
Devise action plans to prioritize efforts for maximum results.
Gain State of art knowledge and tools for creating an effective key account management process.
Gain a Strategic understanding on how to focus your time and attention appropriately in the development of key accounts.
Gain Improved collaboration skills with key customers.
Build up a sales plan for each strategic (key) account to fully satisfy client needs and maximize customer value.
Comprehend the buying process and close more sales.
Recognise, assess and prioritize opportunities for business and relationship development.

Key Account Management: Prioritise and Create a Profitable Environment training course is ideal for:

Senior Sales Directors and Managers.
Key Account Directors and Managers.
Business Development Directors and Managers.
Commercial Directors and Managers

Our courses in London are held at the LPC office located at:

LPC Oxford Street Offices: 25 N Row, London W1K 6DJ

London Head Office: 47 - 49 Park Royal Road, London NW10 7LQ

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.

Course Outline

5 days course

Day 1

Day 2

Day 3

Day 4

Day 5

Key Account (KA) Management (KAM)

Definition of Key Account Management.
Setting the Rules for Qualifying Key Accounts.
CRM: The Key for Managing Customer Profitability.
Linking CRM to KA Management and Customer Lifetime Value.

The Critical Role of Key Account Managers

Comprehending the Role and Responsibilities of Key Account Managers.
Harnessing Daily To-Do-Lists to Optimize Sales Productivity.
Identifying and Working with Different Personality Styles.
Presentation Skills for Key Account Managers.

Account Analysis: A Necessary Step Towards Defining and Selecting KA

The Single-Factor Models.
The Portfolio Models.
The Decision Models.
Cost per Call and Break-Even Sales Volume Computation.
Selection Criteria and Measuring Attractiveness.
Use of Resources versus Cost to Serve.

Key Account Relational Development Model

Partnership Defined.
The Partnership Skill Set.
Pre-Relationship Stage.
Early Relationship Stage.
Mid Relationship Stage.
Partnership Relationship Stage.
Synergetic Relationship Stage.
Reasons for Divesting Partnerships.
The KA Quiz.

The Key Account Planning Process (KAP)

Account Planning Process Criteria.
Analysing the Customer, Past Business and Competition.
The Competitive Analysis Matrix.
The Customer Expectation Benchmark Matrix.
Developing Account Strategies.
Use of SWOT and TOWS Analyses.
Strategy Development Tools.
Template for Key Account Management Planning.

KAM Strategies, Mapping and Value Propositions

Developing KAM strategies
Relationship Mapping
Breakthrough value propositions

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

Mastering Key Account Management

Course Info

Course Details

By the end of the Key Account Management: Prioritise and Create a Profitable Environment training course, you will:

Key Account Management: Prioritise and Create a Profitable Environment training course is ideal for:

Course Outline

Key Account (KA) Management (KAM)

The Critical Role of Key Account Managers

Account Analysis: A Necessary Step Towards Defining and Selecting KA

Key Account Relational Development Model

The Key Account Planning Process (KAP)

KAM Strategies, Mapping and Value Propositions

KAM Teams, The Customer’s View and Negotiation

Course Video

Mastering Key Account Management

Course Info

Course Details

By the end of the Key Account Management: Prioritise and Create a Profitable Environment training course, you will:

Key Account Management: Prioritise and Create a Profitable Environment training course is ideal for:

Course Outline

Key Account (KA) Management (KAM)

The Critical Role of Key Account Managers

Account Analysis: A Necessary Step Towards Defining and Selecting KA

Key Account Relational Development Model

The Key Account Planning Process (KAP)

KAM Strategies, Mapping and Value Propositions

KAM Teams, The Customer’s View and Negotiation

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Course Video