Key Account Management

Growth of strategic accounts

Insights

Managing a key account is a big responsibility. After all, damaging or losing a key account can have a profound effect on annual commercial figures. You’re well suited to carrying this responsibility because you have a unique talent for unifying business opportunities and interests and a genuine interest in entering into meaningful relationships. Despite this talent - or perhaps because of it – you’ve noticed the complexity of key account management increasing. The number of highly professional players you need to positively influence in your own organisation, and in the customer’s organisation, is growing, maintaining relationships is becoming subordinate to the quality of your business sense and your abilities with multi-level account management. And last but not least, the competition is getting more and more skilled at sitting around the table with innovative propositions. It’s time to take a critical look at yourself and master the latest best practices, tools, and concepts.

Who's it for

Key account managers and senior account managers focused on long-term account development or strategic clients and people who want to strengthen their role as an account manager, connector, or business developer.
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

info.netherlands@krauthammer.com

* This total investment (excl. VAT) includes all material and catering.

Learning journey

Key Account Management

Face-to-face interaction

Class room training

Class room training

Essential time to practice and learn through role and real plays

Learning goals

Learning goals discussion with N+1

Management involvement in the learning journey is an essential factor for effective learning success

Virtual interaction

361

361° online self & peer evaluation

361° behavioural snapshot

Klaxoon

Interactive quizzes

Testing knowledge in a playful way

Autonomous learning

DISC

DISC - TTI Success Insights

Behaviour assessment through simple colour language

Portal

Learning experience system Koach

Our multi-device user-centric platform provides an immersive learning experience that improves learning engagement

Memo card app

Memo Card App

Helpful memory triggers always at hand

Serious games

Serious Games

Role play as serious as it gets

Elearning

E-learning

Complete range of digital content

On the job practice

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.

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