Key Account Management
Identify key accounts using 80/20 rule & sell deeper and wider into them
Reduce vulnerability from competitors & strengthen
relationships, to help clients grow their businesses
Outcome
-
1
Improved Profits
Improved performance and profits for your customers. You add value and they know it!
Increased business and profits for your organisation- account penetration and seamless cross selling
-
2
Partnerships Forged
Relationships deepened and true ‘partnership’ status reached
Vulnerability to competitor attack dramatically reduced
-
3
Improved Internal Processes/ Increased Efficiency
Clarification and improvement on the 5 P’s fundamental to successful KAM:
• Processes
• Policies
• Principles
• Purpose
• People
Training Content
Although the content of the training will vary, below are examples of the content a programme might include:
Training Content
Content will be tailored to your organisation so that it is absolutely relevant and specific to your individual/ company needs. From experience, typical content may include;
- The crucial management of large or complex organisations in today’s market conditions
- The different levels of objectives that need to be worked on to secure success–
- To grow business in the account by selling deeper and wider
- To improve the performance of the key account
- To develop strong relationships with the key account
- Benchmarking current practice against best practice
Training Content
- A competitive business game that illustrates the key elements of successful key account management.
- Developing true‘partnership’ status
- Defining the key intelligence areas to manage large organisations effectively and prioritise efficient plans of attack
- How we can really add value to our most important clients
- Examples of best practice tools that can be used to develop a Partner Plan to build relationships and maximise business
Training Content
Although the content of the training will vary, below are examples of the content a programme might include:
Training Content
- How to identify cross selling opportunities for other parts of the organisation
- How to develop each Account Manager’s book of business by maximising on referrals
- Developing the techniques to widen and deepen relationships in large accounts
- Each Account Manager will use the tools, tactics and techniques to win additional business from nominated key accounts/ prospects.
Our Clients Feedback
Case Studies
-
Winning New Business 3
Lorem ipsum dolor sit amet, consectetur adipiscing elit. Phasellus laoreet eget dui sed laoreet. Etiam malesuada neque ornare, molestie turpis ac, facilisis nibh. Sed hendrerit velit dolor, vitae portametus finibus et. Sed hendrerit velit dolor, vitae portametus finibus et. Sed hendrerit velit dolor, vitae portametus finibus et.
-
In Partnership to Create Partnerships 3
Lorem ipsum dolor sit amet, consectetur adipiscing elit. Phasellus laoreet eget dui sed laoreet. Etiam malesuada neque ornare, molestie turpis ac, facilisis nibh. Sed hendrerit velit dolor, vitae portametus finibus et.
