Available Dates
Nov-04-2024
London
Dec-02-2024
London
Dec-30-2024
London
Jan-06-2025
London
Feb-03-2025
London
Mar-03-2025
London
Apr-07-2025
London
May-05-2025
London
June-02-2025
London
June-30-2025
London
July-07-2025
London
Aug-04-2025
London
Sep-01-2025
London
Sep-29-2025
London
Oct-06-2025
London
Nov-03-2025
London
Dec-01-2025
London
Dec-29-2025
London
Dates in Other Venues
Oct-21-2024
Singapore
Oct-21-2024
Paris
Oct-28-2024
Barcelona
Oct-28-2024
Dubai
Nov-04-2024
Amsterdam
Nov-11-2024
Kuala Lumpur
Nov-11-2024
Istanbul
Nov-18-2024
Paris
Nov-18-2024
Singapore
Nov-25-2024
Dubai
Nov-25-2024
Barcelona
Dec-02-2024
Amsterdam
Dec-09-2024
Istanbul
Dec-09-2024
Kuala Lumpur
Dec-16-2024
Singapore
Dec-16-2024
Paris
Dec-23-2024
Amsterdam
Dec-23-2024
Dubai
Dec-30-2024
Barcelona
Jan-06-2025
Amsterdam
Jan-13-2025
Barcelona
Jan-13-2025
Dubai
Jan-20-2025
Istanbul
Jan-20-2025
Kuala Lumpur
Jan-27-2025
Singapore
Jan-27-2025
Paris
Feb-03-2025
Amsterdam
Feb-10-2025
Barcelona
Feb-10-2025
Dubai
Feb-17-2025
Istanbul
Feb-17-2025
Kuala Lumpur
Feb-24-2025
Paris
Feb-24-2025
Singapore
Mar-03-2025
Amsterdam
Mar-10-2025
Dubai
Mar-10-2025
Barcelona
Mar-17-2025
Istanbul
Mar-17-2025
Kuala Lumpur
Mar-24-2025
Singapore
Mar-24-2025
Paris
Apr-07-2025
Amsterdam
Apr-14-2025
Dubai
Apr-14-2025
Barcelona
Apr-21-2025
Istanbul
Apr-21-2025
Kuala Lumpur
Apr-28-2025
Singapore
Apr-28-2025
Paris
May-05-2025
Amsterdam
May-12-2025
Dubai
May-12-2025
Barcelona
May-19-2025
Istanbul
May-19-2025
Kuala Lumpur
May-26-2025
Paris
May-26-2025
Singapore
June-02-2025
Amsterdam
June-09-2025
Dubai
June-09-2025
Barcelona
June-16-2025
Istanbul
June-16-2025
Kuala Lumpur
June-23-2025
Singapore
June-30-2025
Paris
June-30-2025
Amsterdam
July-07-2025
Amsterdam
July-14-2025
Dubai
July-14-2025
Barcelona
July-21-2025
Istanbul
July-21-2025
Kuala Lumpur
July-28-2025
Paris
July-28-2025
Singapore
Aug-04-2025
Amsterdam
Aug-11-2025
Dubai
Aug-11-2025
Barcelona
Aug-18-2025
Istanbul
Aug-18-2025
Kuala Lumpur
Aug-25-2025
Paris
Aug-25-2025
Singapore
Sep-01-2025
Amsterdam
Sep-08-2025
Dubai
Sep-08-2025
Barcelona
Sep-15-2025
Kuala Lumpur
Sep-15-2025
Istanbul
Sep-22-2025
Singapore
Sep-29-2025
Amsterdam
Sep-29-2025
Paris
Oct-06-2025
Amsterdam
Oct-13-2025
Dubai
Oct-13-2025
Barcelona
Oct-20-2025
Kuala Lumpur
Oct-20-2025
Istanbul
Oct-27-2025
Singapore
Oct-27-2025
Paris
Nov-03-2025
Amsterdam
Nov-10-2025
Dubai
Nov-10-2025
Barcelona
Nov-17-2025
Kuala Lumpur
Nov-17-2025
Istanbul
Nov-24-2025
Singapore
Nov-24-2025
Paris
Dec-01-2025
Amsterdam
Dec-08-2025
Dubai
Dec-08-2025
Barcelona
Dec-15-2025
Kuala Lumpur
Dec-15-2025
Istanbul
Dec-22-2025
Singapore
Dec-29-2025
Paris
Dec-29-2025
Amsterdam
5 days course
Explaining Key Account Strategy
Developing a Key Account Management (KAM) Strategy
Why do it?
What is involved?
Who is involved?
How do we execute a Key Account Management (KAM) strategy?
Pitfalls and Traps to Avoid
KAM: best-practice actions
Account analysis insights
Account analysis methods
The single factor models
The portfolio models
The decision models
Important 'KPIs' for KA qualification
Computing the cost per call
Break-even sales volume
Result based simulation
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
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
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