Key Account Management Best Practice

Course Info

Length: 1 Week

City: Kuala Lumpur

Type: In Classroom

Available Dates

  • Mar-11-2024

    Kuala Lumpur

  • Apr-08-2024

    Kuala Lumpur

  • May-13-2024

    Kuala Lumpur

  • June-10-2024

    Kuala Lumpur

  • July-08-2024

    Kuala Lumpur

  • Aug-12-2024

    Kuala Lumpur

  • Sep-09-2024

    Kuala Lumpur

  • Oct-14-2024

    Kuala Lumpur

  • Nov-11-2024

    Kuala Lumpur

  • Dec-09-2024

    Kuala Lumpur

Dates in Other Venues

  • Mar-04-2024

    London

  • Mar-04-2024

    Amsterdam

  • Mar-11-2024

    Istanbul

  • Mar-18-2024

    Paris

  • Mar-18-2024

    Singapore

  • Mar-25-2024

    Dubai

  • Mar-25-2024

    Barcelona

  • Apr-01-2024

    London

  • Apr-01-2024

    Amsterdam

  • Apr-08-2024

    Istanbul

  • Apr-15-2024

    Singapore

  • Apr-15-2024

    Paris

  • Apr-22-2024

    Barcelona

  • Apr-29-2024

    Dubai

  • May-06-2024

    London

  • May-06-2024

    Amsterdam

  • May-13-2024

    Istanbul

  • May-20-2024

    Singapore

  • May-20-2024

    Paris

  • May-27-2024

    Dubai

  • May-27-2024

    Barcelona

  • June-03-2024

    London

  • June-03-2024

    Amsterdam

  • June-10-2024

    Istanbul

  • June-17-2024

    Paris

  • June-17-2024

    Singapore

  • June-24-2024

    Barcelona

  • June-24-2024

    Dubai

  • July-01-2024

    Amsterdam

  • July-01-2024

    London

  • July-08-2024

    Istanbul

  • July-15-2024

    Singapore

  • July-15-2024

    Paris

  • July-22-2024

    Barcelona

  • July-29-2024

    Dubai

  • Aug-05-2024

    London

  • Aug-05-2024

    Amsterdam

  • Aug-12-2024

    Istanbul

  • Aug-19-2024

    Singapore

  • Aug-19-2024

    Paris

  • Aug-26-2024

    Barcelona

  • Aug-26-2024

    Dubai

  • Sep-02-2024

    Amsterdam

  • Sep-02-2024

    London

  • Sep-09-2024

    Istanbul

  • Sep-16-2024

    Singapore

  • Sep-16-2024

    Paris

  • Sep-23-2024

    Barcelona

  • Sep-30-2024

    Dubai

  • Oct-07-2024

    Amsterdam

  • Oct-07-2024

    London

  • Oct-14-2024

    Istanbul

  • Oct-21-2024

    Singapore

  • Oct-21-2024

    Paris

  • Oct-28-2024

    Dubai

  • Oct-28-2024

    Barcelona

  • Nov-04-2024

    Amsterdam

  • Nov-04-2024

    London

  • Nov-11-2024

    Istanbul

  • Nov-18-2024

    Paris

  • Nov-18-2024

    Singapore

  • Nov-25-2024

    Dubai

  • Nov-25-2024

    Barcelona

  • Dec-02-2024

    London

  • Dec-02-2024

    Amsterdam

  • Dec-09-2024

    Istanbul

  • Dec-16-2024

    Paris

  • Dec-16-2024

    Singapore

  • Dec-23-2024

    Barcelona

  • Dec-30-2024

    Dubai

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