Advanced Key Account Management and Business Development
Select Other "city & date"
Advanced Key Account Management and Business Development Course
Introduction:
Key account management is a strategic approach that directs sales resources towards retaining clients who have the potential to generate significant revenue and profitability. By focusing efforts on these key accounts, businesses can build strong and mutually beneficial relationships that enhance overall performance.
Key account managers play a vital role in this process by developing a deep understanding of their clients' unique needs and requirements. This in-depth knowledge allows them to tailor their offerings and provide personalized solutions that meet the specific demands of their key accounts. As a result, the performance of both the client's business and the key account manager's business is improved.
This dynamic creates a level of dependency between the client and the key account manager. The close relationship and personalized attention provided by the key account manager increase client satisfaction and loyalty, ultimately leading to higher retention rates. By nurturing these strategic partnerships, businesses can ensure long-term success and capitalize on the revenue potential of their key accounts.
In this course, we delve into the intricacies of key account management, providing participants with the skills and strategies required to effectively manage and cultivate key client relationships. Through a combination of theoretical frameworks, practical case studies, and interactive exercises, participants will learn how to identify key accounts, develop a deep understanding of their needs, and implement tailored strategies to maximize revenue and profitability.
Join us on this transformative journey through key account management. Discover how to build robust and lasting client relationships, increase retention rates, and unlock the full revenue potential of your key accounts. By mastering the art of key account management, you will gain a competitive advantage in today's business landscape and drive sustainable growth for your organization.
Course Objectives:
By the end of this Advanced Key Account Management and Business Development training course, you will how to:
- Define the key account management’s primary functions and best practices.
- Identify the significance of re-defining businesses processes to match the ever-changing market and customer needs.
- Produce clear deals and marketing differentiators to neutralize competition (value-based proposition).
- Plan and use financial ratios and KPIs to measure their operations’ effectiveness.
- Use leadership, negotiation and power proposals to leverage their business and lead the national key account team.
Who Should Attend?
Advanced Key Account Management and Business Development training Course, is designed for:
- Marketing and sales professionals, corporate executives, advertising managers, business development managers, sales personnel and others who are involved in commercial activities at all levels of the organization.
Course Outlines:
Key Account (KA) Management: Overview and Best Practices
- Key Account Management: An Overview.
- The New Landscape of Account Management.
- Comprehending the Buy-Sell Ladder Model.
- Key Account Analysis and Qualifying.
- The Key Account Manager as a Business Developer.
- Comprehending and Working the Customer Loyalty Ladder.
- Building Client Chemistry with F.O.R.M.
The Business and KA Planning Process using the STAR Business Planning Process:
- Strategic Analysis.
- Targets and Goals.
- Reality Check.
Re-Defining Your Processes for Breakthrough Results
- Reengineering Your Team Selling Process to Avoid Mistaking Motion for Action.
- Auditing the Selling Process.
- Identifying your Unique Selling Propositions (USPs) and Distinctive Selling Points (DSPs).
- Creating a Competitive Analysis Matrix Using USP and DSP to Neutralize Competition.
- Designing and Implementing Key Performance Indicators.
- Creating a Balanced Scorecard (Business Performance Audit).
Powerful Negotiation Skills
- The Definition of Negotiation.
- The Difference Between Persuading and Negotiating.
- The Negotiation Process.
- The Phases of the Purchasing Decision.
- Influencing Decision Criteria.
- Effective Concession Management During Negotiation.
- Completing Your Negotiation Plan.
Building and Leading the National Key Account Team
- Stages in Team Formation.
- Building a High-Performance Team.
- Defining Team Roles.
- The Team Motivation Mix.
- Management versus Leadership.
- Practices of Exemplary Leaders (Industry Practices).
Writing Business Proposals that Sell
- Writing a Typical Business Proposal.
- Formatting Tips and Tricks for Winning Proposals.
- Creating Your Own Proposal Template Using a Suggested Proposal Format Guide.