Advanced Key Account Management and Business Development

Course Info

Length: 1 Week

City: Kuala Lumpur

Type: In Classroom

Available Dates

  • July-01-2024

    Kuala Lumpur

  • July-22-2024

    Kuala Lumpur

  • Aug-05-2024

    Kuala Lumpur

  • Sep-02-2024

    Kuala Lumpur

  • Sep-23-2024

    Kuala Lumpur

  • Oct-07-2024

    Kuala Lumpur

  • Nov-04-2024

    Kuala Lumpur

  • Dec-02-2024

    Kuala Lumpur

  • Dec-23-2024

    Kuala Lumpur

Dates in Other Venues

  • June-17-2024

    Dubai

  • June-17-2024

    Barcelona

  • June-24-2024

    London

  • June-24-2024

    Amsterdam

  • July-01-2024

    Istanbul

  • July-08-2024

    Singapore

  • July-08-2024

    Paris

  • July-15-2024

    Barcelona

  • July-15-2024

    Dubai

  • July-22-2024

    Amsterdam

  • July-29-2024

    London

  • July-29-2024

    Istanbul

  • Aug-05-2024

    Istanbul

  • Aug-12-2024

    Singapore

  • Aug-12-2024

    Paris

  • Aug-19-2024

    Dubai

  • Aug-19-2024

    Barcelona

  • Aug-26-2024

    London

  • Aug-26-2024

    Amsterdam

  • Sep-02-2024

    Istanbul

  • Sep-09-2024

    Singapore

  • Sep-09-2024

    Paris

  • Sep-16-2024

    Barcelona

  • Sep-16-2024

    Dubai

  • Sep-23-2024

    Amsterdam

  • Sep-30-2024

    Istanbul

  • Sep-30-2024

    London

  • Oct-07-2024

    Istanbul

  • Oct-14-2024

    Singapore

  • Oct-14-2024

    Paris

  • Oct-21-2024

    Dubai

  • Oct-21-2024

    Barcelona

  • Oct-28-2024

    Amsterdam

  • Oct-28-2024

    London

  • Nov-04-2024

    Istanbul

  • Nov-11-2024

    Paris

  • Nov-11-2024

    Singapore

  • Nov-18-2024

    Barcelona

  • Nov-18-2024

    Dubai

  • Nov-25-2024

    London

  • Nov-25-2024

    Amsterdam

  • Dec-02-2024

    Istanbul

  • Dec-09-2024

    Singapore

  • Dec-09-2024

    Paris

  • Dec-16-2024

    Dubai

  • Dec-16-2024

    Barcelona

  • Dec-23-2024

    Amsterdam

  • Dec-30-2024

    London

  • Dec-30-2024

    Istanbul

Course Details

Course Outline

5 days course

 

Key Account (KA) Management: Overview and Best Practices

 

  • Key Account Management: An Overview.
  • The New Landscape of Account Management.
  • Comprehending the Buy-Sell Ladder Model.
  • Key Account Analysis and Qualifying.
  • The Key Account Manager as a Business Developer.
  • Comprehending and Working the Customer Loyalty Ladder.
  • Building Client Chemistry with F.O.R.M.

 

The Business and KA Planning Process using the STAR Business Planning Process:

 

  • Strategic Analysis.
  • Targets and Goals.
  • Reality Check.

 

Re-Defining Your Processes for Breakthrough Results
 
  • Reengineering Your Team Selling Process to Avoid Mistaking Motion for Action.
  • Auditing the Selling Process.
  • Identifying your Unique Selling Propositions (USPs) and Distinctive Selling Points (DSPs).
  • Creating a Competitive Analysis Matrix Using USP and DSP to Neutralise Competition.
  • Designing and Implementing Key Performance Indicators.
  • Creating a Balanced Scorecard (Business Performance Audit).

 

 Powerful Negotiation Skills

 

  • The Definition of Negotiation.
  • The Difference Between Persuading and Negotiating.
  • The Negotiation Process.
  • The Phases of the Purchasing Decision.
  • Influencing Decision Criteria.
  • Effective Concession Management During Negotiation.
  • Completing Your Negotiation Plan.

 

Building and Leading the National Key Account Team
 
  • Stages in Team Formation.
  • Building a High-Performance Team.
  • Defining Team Roles.
  • The Team Motivation Mix.
  • Management versus Leadership.
  • Practices of Exemplary Leaders (Industry Practices).

 

Writing Business Proposals that Sell

 

  • Writing a Typical Business Proposal.
  • Formatting Tips and Tricks for Winning Proposals.
  • Creating Your Own Proposal Template Using a Suggested Proposal Format Guide.

Course Video