Key Account Management Strategy and Planning training centre in Bangladesh

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Key Account Management Strategy and Planning

Introduction

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 on how to analyze the macro and micro level environment, develop strategies based on SWOT, and proactively plan to win and defend key accounts.

Objectives of the course:

At the end of the course you will be able to:
1. Understand the overall value of KAM
2. Learn how develop strategies for penetrating, winning, developing, and defending significant accounts
3. Analyze and understand all aspects of your accounts decision process, factors and key players
4. Understand the approaches to secure increased and profitable business from your key accounts
5. Learn how to successfully close a sale

Methodology

Workshop, Group presentation, Question and answer session.

Contents of Training:

Course outline:
Part 1: Defining key account management
Part 2: Identifying key account customers
Part 3: Measuring KAM performance
Part 4: Key Account analysis
Part 5: Key Account Planning and execution

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* Anyone responsible for managing significant clients (including team leaders)
* Anyone responsible for planning and developing key business accounts
* Those who aspire to develop a career in Key Account Management
* Commercially focused managers from any discipline
Arrangement for Certificate, lunch and two tea-break would be made by the Organizer during the workshop.