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
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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.
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