Strategic Key Account Management 2010

Producing real business growth by leveraging opportunities through effective implementation of a proactive key account strategy

Increased competition for business has created a great need for specialized management of key account relationships. These key accounts are without question amongst a firm s most crucial assets. It is therefore critical that a firm successfully identifies, manages and develops these key accounts. These actions could spell the difference between a successful, profit-generating firm and a loss-making one. Many organizations have yet to deal with their key accounts in an effective manner. Instead, we still engage in a transactional relationship with our key accounts. In the long term, this is less beneficial to both parties as much functional savings are lost.

There are many opportunities available in a key account relationship, from both the supplier and the customer perspectives. The challenge for organizations is to harness these opportunities through proper management and co-operation with their key accounts. An organization that is successfully managing their key accounts becomes involved with the key account at a strategic level, where they can offer more truly value-added services over and above pricing.

marcus evans Strategic Key Account Management 2010 training course will equip delegates with simple, proven strategies to better plan, manage and develop business with your organization s key account customers. You will leave this workshop motivated to put into practice new found ideas to take your business to new levels through effective management of your critically important account customers.

Key Topics

• Profiling the key account in securing greater accounts
• Developing the written key account plan in creating an outstanding level of strategic focus
• Managing the relationship in monitoring actions for producing more profitable partnership
• Creating successful global account management process in managing global partners
• Analysing the performance of your key accounts to better maximize yield/profits by tracking important KA metrics