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.

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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

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Content :

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• 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 :

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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

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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.