Key Account Management Course (2 Days)
Using real time information and data of an existing key account in your business, we help you to understand your customer profile and business strengths to deliver excellence for your key accounts.
By looking at and understanding your company strengths, your customer profile and drivers and critical success factors, we can help you make smart decisions that will maximise the relationship between you and your customer and deliver excellence.
This 2 day key account management course covers the following:
- Your company profile – Understanding the strengths and weaknesses and how best to use them.
- Customer profile – What are their business conditions, financial position, turnover, profit and recent acquisitions or mergers?
- Opportunity profile – Describe the customers’ objectives for project or business application.
- Compelling event – What is driving/will drive the customer to make a change in their current situation? What advantages will they gain, and what are the consequences if they don’t make the change? What timescale do they have in mind and what payback are they expecting?
- Opportunity assessment – Is there any opportunity? Can we compete? Can we win? Is it worth winning?
- Decision criteria – List all the issues. Identify the influential players and rank issues against players.
- Milestones – Identify completed and future steps in the buying process. Evaluate activities and implementation steps.
- Your solution – How will it work and meet their compelling event?
- USPs – How do they fit specifically with this customer?
- Business Partnerships – Who can help you to advance this sales opportunity?
- Organisation Map – Identify your champions and supporters as well as the enemy.
- Competitors – Look at their solutions strengths and weaknesses and determine their most likely strategy.
- Relationship Strategy – Who are the key players and what is their business and personal strategy?
- Our strengths and weaknesses – Analysis on business/organisational/political
- Goal – Desired long term position with the customer.
- Sales objective – Describe specific products and services, projected close date and total order amount.
- Competitive strategies – Review your strategy
- Critical success factors – What has happened to win this opportunity? Identify what the customer, your competitors and you yourself must do.
- Actions required – Time bound progress report.
Each of the above elements are discussed with a partner, using real time information recorded against a live and active existing key account and a performance plan constructed.