Course/programme

Fundamentals of Key Account Management

To deliver short, medium and long term objectives of the business it is essential to proactively identify an prioritise key accounts in order to maximise potential. You will need to understand decision-maker units and align your selling style to the client buying styles.
  • Explore critical information to effective key account business plans
  • Use an analysis tool to review the client‘s business and marketplace
  • Create a decision-maker contact strategy
  • Training options for individual learners, groups/teams & organisation-wide

Course Code: OV-FKAM

1x3 hr virtual session | 6-8 hrs on-demand learning | 30 mins coaching (optional extra for teams)

This programme is available for individuals, groups and teams

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This is a learning journey.
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1 x 3 hour instructor-led virtual training session

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Supporting on-demand digital learning playlists | 30-minute follow up coaching session (optional extra for teams)

This practical virtual programme focuses on maximising the potential of key accounts.  You will learn how to identify and prioritise accounts to help reach the longer-term objectives of the business. The programme covers the core skills required to maximise and maintain your key accounts, including multiple relationship management, and information to be captured to create effective account plans.

This virtual programme 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 programme 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 organisation
    • 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 behaviours 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
    Course overview

    This practical virtual programme focuses on maximising the potential of key accounts.  You will learn how to identify and prioritise accounts to help reach the longer-term objectives of the business. The programme covers the core skills required to maximise and maintain your key accounts, including multiple relationship management, and information to be captured to create effective account plans.

    Is it right for me?

    This virtual programme 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 programme delivered in-house.

    What will I learn?

    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

     

      What will it cover?
      • Identify and understand the criteria for key accounts, relative to your organisation
      • 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 behaviours 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
      For individuals

      Upcoming dates

      £ 500.00 (+ VAT)

      £ 500.00 (+ VAT)

      Reserve your place
      For groups & teams

      Up to 15 people per programme.

      From £2000 (+VAT)

      Bring in-house
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      Take a look at our individual learner passports or team experience membership package – access more learning and support for less.

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      Reserve your place on this programme
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