Key account management
Systematic acquisition, growth & retention of key account clients
Individual in-house training:
We also offer this seminar Key account management as an in-house training for your company. In this case, we will tailor the content to your specific needs and to the requirements of the target group.
Also this seminar topic we offer in more than 40 languages.
Key account management – Training goals:
Eighty percent of a company´s total revenue is generated by 20% of its client base. Cultivating and binding strategic clients is essential for market entry, and in order to guarantee long-term market success and maintain a sustainable competitive advantage. An optimized key account management strategy provides the foundation for success in today´s competitive market environment.
This seminar Key account management teaches the professional skills required for the systematic d
evelopment and management of key accounts.
Target group:
Employees responsible for managing key accounts. Employees new to the role will learn basic skills, experienced key account managers will learn advanced techniques and refine their skills.
Seminar contents:
- Responsibilities of a Key Account Manager
- Client expectations of a Key Account Manager
- Developing a strategic key account management concept
- Structure and content of a key account management plan
- Analyzing market potential (trends, risks, opportunities)
- Systematic competitor assessment and benchmarking
- Translating client needs into sales strategies
- Techniques for successfully negotiating prices and contractual conditions
- Effective use of information and planning tools
Key account management – Methods:
- Systematic and immediate input by the trainer
- Practical and activating exercises ( partly video based), Analysis and Feedback
- Single and group work: e.g. developing example outlines of a key account management plan
- Work on participants cases, if requested
- Flip-Chart journal