Fundamentals of Key Account Management
It's more than just a course.
This is a learning journey.
Excite
On-demand digital learning playlist
Engage
Live session delivered virtually or in-person
Embed
Supporting on-demand digital learning playlists | 30-minute follow up coaching session (optional extra for teams)
Course Code: OV-FKAM
-
half-day live session delivered virtually or in-person | 6-8 hrs on-demand learning | 30-minute coaching session (optional extra for teams)
-
This is available for groups and teams
This practical program focuses on maximising the potential of key accounts. You will learn how to identify and prioritize accounts to help reach the longer-term objectives of the business. The program covers the core skills required to maximize and maintain your key accounts, including multiple relationship management, and information to be captured to create effective account plans.
This virtual program has been designed for new and existing Key Account Managers that manage multiple accounts who have had little or no formal training.
It is not suitable for Key Account Managers who deal with one large strategic account - we recommend an in-depth tailored program delivered in-house.
By the end of this course you will be able to:
- Establish criteria for clients to gain key account status
- Identify which clients require more attention and time for a greater return
- Create a decision-maker contact strategy
- Use an analysis tool to review the client‘s business and marketplace
- Review different decision-making units and their buying motivations
- Review four different communication preferences and how to align selling style to clients buying style
- Explore critical information to effective key account business plans
- Identify and understand the criteria for key accounts, relative to your organization
- Review different ways to virtually connect with the clients and move business forward
- Manage your business relationships to increase your business
- Manage yourself and your time more effectively
- Revisit the business-critical communication skills necessary for Key Account Management
- Understand how behaviors affect both you and your clients
- Be aware of your motivational drivers and behavioural techniques so that you create powerful perceptions
- Build a personal action plan of things you will do differently
Build a customized program
Use our building blocks approach to create a customized program to suit your specific needs and context, at the pace you need.
Talk to us about what you want to achieve.
Step 1
Choose the core blocks you want (from our content library)
Step 2
Consider what blocks you want to customize (to make it your own)
Step 3
Review any additional technology and support services we can help you with (to bring the truly bring the learning experience to life)
Step 4
We’ll create the optimum journey for your learners
Want to co-create?
Let's talkThe building blocks menu of options
To help achieve the pace and agility you need, we encourage you to make use of what we already have (our core library) and make it your own. There’s no need to ‘recreate the wheel’ - build from what we have ‘ready to go’ and then customize what you need to.
Choose from across our range of 100+ core topic areas.
Online self-study:
- Fluidbooks
- Infographics (standard and HTML)
- Thrive in Five
- Videos/animations
- Quizzes & assessments
- Podcasts
- Digital flip cards
- HTML microsites
- Digital adventures
- Applying what you have learned - action learning prompts/exercises
- All assets under a topic/collection
Live expert-led:
- Pre-built team experience (learning journey)
- Live workshops - virtual or in-person training (1 x half-day live session in a day; 2 x half-day live session in a day)
- Bitesize (1 x 90-min bite-size session in a day; 2 x 90-min bite-size session in a day; 3 x 90-min bite-size session in a day)
- Run-it-yourself
- Coaching – per hour (Follow-up; Learning program; Transitioning together; Team effectiveness; Career coaching; Leadership & executive; Skills performance coaching)
- Group facilitation sessions (1 x 3hr in a day; 2 x 3hr in a day
- Leadership lab session (1 x 3hr in a day; 2 x 3hr in a day)
- Virtual delivery platform license
Personalisation for live events:
- Add your logo
- Tailored
- Branded
- Fully customized
Bespoke content creation:
- Fluidbooks
- Infographics (standard and HTML)
- Thrive in Five
- Videos/animations
- Quizzes & assessments
- Podcasts with bespoke or your content
- Digital flip cards
- HTML microsites
- Digital adventures
- Digital badges/certificates
- Live expert-led bite-size or workshop session
Bespoke printed communication/learning assets:
- Handouts
- Z-cards
- Zappar AR for Z-card
- Action learning prompts/exercises
- Bespoke Hub annual subscription fee (per user)
- Hub implementation
- Subscription (open) hub
- Booker portal
- Delivery – Virtual or in-person facilitator; virtual producer
- Faculty management
- Delegate management
- Instructional design
- Specialist instructional design
- Learning journey curation
- Logistics support
- Project management
- Customer success management
- Branding & creative communication
- Graphic design
- Translations services
- Proofing/QA
- Data insights & engagement
- Consultancy
- Supplier management
- Managed Learning Services
Our approach
Successful learning programs don’t just happen by accident: Our 4E learning journey model ensures maximum transformational power (and it’s informed by decades of adult learning best practices and proven real-life hybrid learning effectiveness).
Or speak to one of our friendly learning advisers by:
Phone
+1 888-559-0074