Key Account Management is a strategic tool for all organizations. In any organization, key accounts are not only your most valued clientele, but are also the accounts most likely targeted by your competition. Therefore, it is of significant importance to continuously advance one’s skills in developing and managing key accounts, to ensure you can retain your most important clients and simultaneously maintain your organization’s long term viability.
This 2-day course in Key Account Management (KAM) is specifically designed to equip key account managers with the strategic KAM techniques that are necessary to build successful and long lasting relationships with their customers.
This programme will give these account managers the opportunity to practice, refine and build their skills and learn to effectively implement KAM principles in target accounts.
By participating in this course, it will guarantee the following results for your business:
• Retention of key clients • Increased sales • Improved margins • High levels of customer loyalty
Training Course Content;
• How to evaluate the fundamental attributes of a key account • Assign a tangible value to any account • Define roles and responsibilities of key account managers • Evaluate a client business environmental analysis • Assess client organizational culture and its fit with your organization. • Research clients financial performance and future business objectives • Create a client SWOT analysis • Develop a Competitor Matrix • Pareto Analysis of accounts • Create a contract matrix and ensure all team members are aware of their roles and responsibilities. • Establish a buying needs matrix • Motivational theory and its relevance to maintaining good client relationships • Understand buyer motivation and how you can influence it • How to effectively network the account • Maintain team focus whilst meeting account objectives • Influence and Authority and its impact on account activity. • Build barriers to competitive attack • Understand the importance of product development within a key account
Upon completing this course, delegates will be able to:
• Identify and understand the criteria for key accounts • Develop a creative, structured and value generating strategic account plan • Manage business relationships to increase own business • Understand how to develop a planned approach to increasing business • Effectively manage their time • Understand how behaviours affect clients • Complete key documentation that supports account development • Recognise own strengths, limitations, motivators and work motivators • Identify clearly areas for future development
Course Provider Contact
DIT Approved Trainers +254-20-2211362 / 382 +254-712-636 404 firstname.lastname@example.org