keyaccount

Key Account

Management

Each session is four (4) hours
An Introduction
(Module 1)
Aligning To Your Customer
(Module 2)
Working With the Decision Makers
(Module 3)
Advanced Strategies
(Module 4)

Module 1

An Introduction

  • Initiative & being proactive – what can we do?
  • What is your difference?
  • Aligning to a partner’s business goals
  • Relationship Selling vs. Product Selling
  • Creating and maintaining long term partnerships
  • Categorising accounts
  • Planning & preparation – SWOT
  • The 80/20 Principle
  • Building an account

Module 2

Aligning To Your Customer

  • Identifying tactics to move the client to the next stage
  • The importance of the follow-up
  • Planning – 3 month, 6 month and 12 month
    • Where are your clients going?
    • What do your clients need?
    • Finding and keeping opportunities
    • A template to work from
  • Getting referrals and working from them
  • Working with cross-referrals

Module 3

Working With The
Decision Makers

  • Assessing strengths and weaknesses of sellers and buyers
  • Building relationships – both internal and externally
  • Using our internal partners – what else can we offer?
  • Assessing strengths and weaknesses of sellers and buyers

Module 4

Advanced Strategies

  • Position and Personal Power
  • Creative thinking
  • Critical Success Factors – Getting specific!
  • Partnering for success
    • Trust, Cooperation and Commitment
    • Known or potential obstacles
    • Managing expectations
    • Issue resolution
    • Monitoring and Reviewing progress
    • Principles and values to work by
    • Roles and responsibilities – on both sides
  • Using internal resources to achieve your business outcomes.