Key Account Management
Growth of strategic accounts
Insights
Who's it for
This learning journey is made for enthusiastic participants who are willing to consistently invest 2 days per month in their professional development for 7 months. The approach here is 'learning while earning', so that at the end of the journey you’ve already achieved concrete business results by applying new insights.
Benefits
- For you personally: a long-term and intensive relationship with customers, concrete and unquestionable contributions to the growth and realisation of the client's ambitions, and realisation of commercial growth for your own organisation. In short: creating and capitalising on commercial opportunities and delivering added value to the customer will mean very satisfied internal and external stakeholders.
- For your organisation: an exceptionally good understanding of important customers, creation of solid commercial opportunities, and an effectively managed internal and external network aimed at achieving desired results. This stimulates customer satisfaction, the business, and the long-term relationship or partnership with the customer. The outcome is a positive effect on the sales costs, the margin, and the retention and development of important customers.
EUR 4325
| Dates |
May 8, 2019 Jun 5, 2019 Jul 3, 2019 Sep 4, 2019 Oct 2, 2019 |
|---|---|
| Language | Dutch |
| Region | Baarn |
| Contact |
Hoofddorp office, Netherlands (+31) (0)23 5584 400 |
| * This total investment (excl. VAT) includes all material and catering. | |
Learning journey
Face-to-face interaction
Class room training
Essential time to practice and learn through role and real plays
Learning goals discussion with N+1
Management involvement in the learning journey is an essential factor for effective learning success
Virtual interaction
361° online self & peer evaluation
361° behavioural snapshot
Interactive quizzes
Testing knowledge in a playful way
Autonomous learning
DISC - TTI Success Insights
Behaviour assessment through simple colour language
Learning experience system Koach
Our multi-device user-centric platform provides an immersive learning experience that improves learning engagement
Memo Card App
Helpful memory triggers always at hand
Serious Games
Role play as serious as it gets
E-learning
Complete range of digital content
On-the-job practice
Our learning journeys stimulate maximum on-the-job practice with frequent opportunities to report back and share successes.
Programme
Day 1
- Setting the scene…
- Selecting Key Accounts with the right potential.
- Analysing your Key Account(s) for deep knowledge and finding real and new opportunities.
- Creating a value proposition they can’t refuse.
- Capturing your Key Account Plan for multi purposes.
- Managing my future results.
Day 2
- Reporting on results achieved.
- Mastering the fundamentals of connecting communication.
- Communication styles within KA team.
- Managing Key Success Factors for driving results.
- Selecting & Developing the best team for success.
- Influencing internally for real commitment to deliver beyond expectation.
- Managing my future results.
Day 3
- Reporting on results achieved.
- Qualifying first!
- Understanding the customer’s reasons and desire to change.
- Gaining insight into the playing field.
- Creating a compelling Value Proposition with your customer that makes the difference.
- Running effective sales meetings.
- Managing my future results
Day 4
- Reporting on results achieved.
- Managing myself!
- Managing progress on all levels.
- Leading the team without authority.
- Influencing the KA for progress and results.
- Envision the project.
- Managing my future results.
Day 5
- Reporting on results achieved.
- Transforming your KA’s into proactive lead generators.
- Demonstrating your personal added value with new insights / solutions proactively.
- Bridging differences for commercial success.
- Managing the account to grow the business.
- Managing my future results.
Contact us
If you have any questions about a specific Krauthammer service, we'll connect you to the person who can give you an answer.