Key Account Management Essentials


Reducing churn by 5% can increase profitability between 25% to 85%! Source: Harvard Business Review.

Key Accounts Management is not only an art, but involves a good deal of science as well. We all know the 80-20 Pareto Principle which says that 80% of company revenue will come from 20% of customers, which are practically the key accounts. To get the best out of the customer portfolio, the Key Account Managers need to effectively select, grow, and defend key accounts to maximize the Return on Investment (ROI) for the company.

During this highly interactive two day course, attendees will be exposed to an array of proven strategic and tactical methods to identify opportunities for the company and successfully serve their needs according to their requirement.

Objectives of the course:
At the end of the course you will be able to:
1. Understand the overall value of KAM
2. Learn to rank the attractiveness of customers to be a key account
3. Understand different aspects of your accounts’ decision process, factors, and key players
4. Learn how to become a good Key Account Manager


Workshop, Group presentation, Question and answer session.

Contents of Training:

Part 1: Defining key account management

Part 2: Identifying key account customers

Part 3: Winning through Account Management

Part 4: Measuring KAM performance

Part 5: KAM mechanisms

Part 6: Attributes of a Key Account Manager

Part 7: Conclusion

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9140345, 9117179 Ltd.

19 th floor (East), BDBL Building (Old BSRS)
12 Karwan Bazaar
Dhaka - 1215

1. Anyone responsible for managing significant clients
2. Those who aspire to develop into a Key Account Manager role

"The Overall training session were good" NewZealand Dairy Products Bangladesh Limited