The British Academy for Training and Development offers an intensive Advanced Key Account Management Training Course. This course is designed to acquire strategic abilities for managing high-value clients and sustainable growth. This course has enrolled in strategic key account management, equipping senior managers with tools and techniques to build long-term, sustainable relationships.

By client segmentation and prioritisation, it will get them to build processes to effectively allocate resources so they target the most valuable accounts. Attendees learn advanced negotiation strategies to facilitate closing complex deals while maintaining strong partnerships. Account planning and development are included, which enable managers to tailor-fit offerings to the client's needs and even go beyond expectations.

Heavily involved in the programme is how good customer relationship management (CRM) systems were and how data can be used to create engagement and retention. Like the other senior managers, they will use the performance metrics and indicators of success within key accounts to understand how to measure and eventually report progress about a key account.

They also include in their discussions such important topics as team collaboration in complex structures, financial forecasting for key clients, and innovation in delivering services-all aimed at improving the client-manager relationship.

Case studies and real-world applications will ensure graduates of this course become capable of leading their companies confidently, aligning client objectives with organisational goals, and managing key accounts as strategic assets.

These programmes are tailored specifically to develop strategic capabilities in handling high-value clients while driving sustainable growth in the business. It would be focusing on strategic key account management, imparting the skill in tools and techniques relevant to establishing long-term relationships with highest profitability from key customers: such will reflect knowledge about methods of client segmentation and prioritisation, which would specify processes for allocating resources effectively to the most valuable accounts.

Attendees will learn about advanced negotiation strategies to facilitate closure of complex deals while maintaining strong partnerships. Also included into the course are account planning and development, which enable managers to tailor-fit offerings to meet customer expectations and even go beyond what is expected. 

Objective:

The objective of Advanced Key Account Management Training Course are:

Successful implementation of key account management framework to maximise customer value Real and quality method for segmentation of customers and building unique strategies for every segment Strategically position time, resources, and attention for enhancing key account growth and profitability Show heightened competency and confidence in dealing with high-priority strategic accounts Establish and maintain a dynamic account pipeline, laying the groundwork for sustainable growth in fortune Render strategic communication with strategic clients to build better partnerships Build long-term, win-win relationships with strategic customers that reinforce loyalty and satisfactionWho should attend?

This course is ideal for:

Business Development ProfessionalsKey Account ManagersGlobal Account ManagersStrategic Account ManagersSenior Sales StaffsSales & Marketing ManagersSales & Marketing DirectorsHow will attendees benefit?

Attendees will gain many benefits of this course:

Strategic Insight: An overall high-level understanding of the key account structures, and how to align them with company strategy. Better Relations with Clients: The first learning amongst the others will be methods towards deepening trust, satisfaction and loyalty ties with top-tier clients. Improved Negotiation Skills: Master those tactics in negotiations that are meant to get long-term partnerships and high-value deals. Data-Driven Decision Making: Employ CRM tools and analytics to find trends, monitor customer activity, and customize solutions. Team Leadership: Engagingly lead cross-functional teams to deliver joined-up service to priority clients. Sales Growth: Revenues grow through targeted account planning, upselling, and cross-selling opportunities. New Offerings: Stay one step ahead of clients through value added custom models of service. Tangible Impact: Monitor performance through KPIs; and illustrate tangible strategic value of key account management. 

Such a degree programme must teach a senior manager to become trusted advisors who will deliver excellent value to clients while contributing to the longer-term success of the organisation.

What is Key Account Management (KAM)?

• Explaining Key Account Strategy

• Developing a Key Account Management (KAM) Strategy

• Why do it?

• What is involved?

• Who is involved?

• How do we execute a Key Account Management (KAM) strategy?

• Pitfalls and Traps to Avoid

Selecting Key Accounts

This day takes attendees through a proven, objective process for analyzing all customers and classifying the customers.  Then we shall develop strategies and tactics for how to service and resource each customer type in great detail. 

This will result in clear and unambiguous resourcing decisions for management.

• They are not all Key Accounts

• What do we do about all the others?

• How many Key Accounts should we have?

• It is not about who is the Key Account, it is about do they believe you are a Key Supplier?

• Classifying our Accounts Process

• Classifying our Accounts Exercise

Understanding our Key Accounts, How they work and what they really want 

• Account Segmentation

• Understanding the Customer’s Decision-making Process

• Understand What Drives the Customer

• How to Build Compelling Value Propositions for Each Type

• Understanding the Customer’s Internal Politics and How to Harness Them

• Understanding the Macro-environment and How It Affects Each Customer

• How to Be Persuasive

• How to Develop Compelling Customer Propositions

Leading a Key Account Management (KAM) Team and Leading Ourselves 

• The Competencies and Characteristics of Great Key Account Managers

• The Skills Required to Manage Key and Global Accounts

• Recruiting Great Key Account Managers

• Personality Types of Great Key Account Managers

• Coaching and Mentoring Key Account Managers

• Communication and Persuasion Skills for Key Accounts

• Consultative Selling Skills

Implementing Your Key Account Management (KAM) Strategy 

• Building Trust

• Using Social Media in Each Segment

• Resourcing for Key Account Management (KAM)

• Account Objective Setting

• Putting Your Key Account Management (KAM) Plan Together