Most organisations understand the need to manage their strategically important clients as more than just customers. Done well, an effective strategic sales or KAM approach will ensure you are working with the winners in your industry and you are building a loyal and sustainable customer base.
A skilled Key Account Manager must be many things including account manager, diplomat and project manager amongst others. A skilled Key Account Manager plays one of the company’s most important roles in growing and protecting strategically important clients.
We believe in a Key Account Team approach with the Key Account Manager as the conductor of his orchestra.
A multi-contact model (experts talking to experts) supported by an agreed and shared strategic business plan.
What will you take away from the training?
Understanding the difference between a conventional supplier / customer relationship and a KAM approach
Apply / adapt the ICETM KAM Framework to their own business situation
Identify and positively manage the clients multiple decision makers and influencers
Identify and manage the pre-qualification process such as technical or specification approvals
Understand the support required from other functions such as Supply Chain, Marketing and Finance
Develop account management strategies to ensure long term retention and partnerships