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Business School

Key Account Management

2 days

Group : 10-12 people

Key accounts require another, more structured approach. With a work on the long term, the Key Accountmanagement approach gives participants the opportunity to develop an Account Plan, and to plan a number of activities and interactions in order to create a true partnership.


Goals :


  • Discover the different elements of an effective Key Account strategy

  • Analyze the customer’s situation and implement a business strategy

  • Establish a Key account

  • Operational plan and conduct and manage meetings with the Key Account team

  • Implement measurement instruments for an effective key account management

Content :

  • Why Key Account Management? How to identify Key Accounts?

  • National, international or global selection criteria – What strategy should be followed in relation to Key Accounts?

  • The Key Account Management concept from Mercuri International and the University of St. Gallen.

  • Inventory the current purchase and potential of products and services by Key Accounts

  • The positioning of the competitive solution

  • Establish an organizational process, supported by procedures and guidance

  • Define metrics, focused on strengthening the relationship with the Key Account



Target audience :

All (Key) Account Managers in business to business who are responsible for setting and achieving the objectives of a limited number of Key Account and who wish to work in a structured and pro-active way

Formule :


All-in in one of our Business Centers (breakfast, morning and afternoon sweets and lunch, all drinks included).

Welcome at 8 am.

Workshop from 9 to 6pm.

Syllabus included.

Possibility to book a room at a special rate.


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