Strategic Key Account Management Excellence

Strategic Key Account Management Excellence


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About The Event


This workshop aggregates the global best practices, lessons learned, tips, tricks and traps on how to successfully and profitably penetrate and manage powerful customers.


Conventional approach to selling requires a paradigm shift in a market that is rapidly changing, where costs continue to rise and buyers increase pressure for better service, greater added value and lower prices. No longer it’s sufficient to be just with “technical expertise”; not enough to have pure-play transactional sales skills; not smart enough to have developed a strong pipeline of sales opportunities.



It’s high time our sales executives need a paramount change! They have to become more strategic in their approach, more focused on helping their customers improve their own performance; better at building and sustaining strong, trust-based relationships with their buyers.


This workshop enables the sales, marketing and business development professionals to step up their effort to become much more customer centric and provide an excellent environment by addressing their problems by strategic and key account management experience.



Participant Benefits:In this 2 to 3-days workshop, participants will learn the processes, protocols andprocedures required to identify and effectively manage key accounts with rightstrategies. Exploring customers from their portfolio and programs, executives attending this workshop will experientially learn the process of identifyingstrategic and key accounts. Participants will be able to structure performancedelivery levels that service each category cost-effectively to ensure acompetitive advantage to the organization.



Attend this workshop to put key accounts management into practice by using adynamic and interactive case study based experience. Executives don’t merelyinternalize theory from this course but will also gain the confidence to andmanage relationships appropriately and profitably.



Key account managers will develop a strategic key account plan and learn thecompetencies to develop and sustain strong, trust-based relationships with theorganisation’s strategic key accounts:


1. Evolve a deeper understanding of clients

2. Explore customer-focused strategies

3. Engage to carry out a rigorous client-analysis

4. Identify key account strategies

5. Assess and measure the profitability of key accounts

6. Increase your ability and confidence to manage strategic accounts, andthe total key account management process

7. Create and manage a contact-to-contract management andcommunications process

8. Learn the skills of conflict management, negotiation and relationshipbuilding


Who should attend?


This workshop is for sales, marketing, business development, project – program- portfolio management executives who are already familiar with thefundamentals and basic principles and skills of selling. Participants should besufficiently mature to be able to apply many of the processes, tools, tips, tricksand techniques back in their organisations. It is more useful if number of persons from the same organisation attends.


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