KEY ACCOUNT MANAGEMENT - A MASTER WORKSHOP WITH GREAT TOOLS

Key Account Management is the strategic planning and development of current and prospective customers for long-term value. It is not just a 'selling activity' that can be achieved through the mandatory sales competencies. Many professionals confuse Key Account Management to be the handling of big institutions or complex customer groups.

The competencies for Key Account Management (KAM) vary in both intensity and depth of involvement and engagement (and hence, the higher risk!) that potentially promises greater returns, both in terms of revenue and in customer retention.

Each Sales Organization should have their strategic edge by building the Key Account Management competencies of their sales/revenue teams.

This Master Key Account Management Workshop is a highly case-study and situation-analysis based intervention. Participants will come out with key concepts and competencies that will make them win over their customer and revenue needs at the same time.

The main topics covered in this critical workshop are:

• Key Account Management - Success Factors
• Environment and Competition Analysis
• Integrated Skill sets - Brand Positioning, Brand Building and handling Multi-brand portfolio
• Discovering the Prime Customer (groups)
• Key Account Strategies
• Customer Crucibles - Customer Segmentation and Time-based outcomes
• Customer Life-cycle and link with Product Life Cycle
• Portfolio Management and Analysis
• Impact on Price and Discounts
• Handling Tenders and Long-term fulfillments 
• Value Creation - Building a winning environment through networking
• Review Mechanism and Performance Dashboard
• KeyLearning Account PlayBook and Account Navigator - tools provided
• Reading Material provided