Key Account Management
(Each session is 4 hours)| SESSION 12 |
Key Account Management - An Introduction
|
|
Initiative & being proactive - what can we do? What is your difference? Aligning to a partner’s business goals Relationship Selling vs. Product Selling Creating and maintaining long term partnerships Categorising accounts Planning & preparation - SWOT The 80/20 Principle Building an account |
|
| SESSION 13 |
Key Account Management - Aligning To Your Customer
|
|
Identifying tactics to move the client to the next stage The importance of the follow-up Planning - 3 month, 6 month and 12 month - Where are your clients going? - What do your clients need? - Finding and keeping opportunities - A template to work from Getting referrals and working from them Working with cross-referrals |
|
| SESSION 14 |
Key Account Management - Working with the Decision Makers
|
|
Beyond the 80/20 Principle Tactical probing - Introduction, Examination and Development Key players - The User, Gatekeeper, Guide, Decision Maker, Final Decision Maker Assessing strengths and weaknesses of sellers and buyers Building relationships - both internal and externally Using our internal partners - what else can we offer? Assessing strengths and weaknesses of sellers and buyers |
|
| SESSION 15 |
Key Account Management - Advanced Strategies
|
|
Position and Personal Power Creative thinking Critical Success Factors - Getting specific! Partnering for success - Trust, Cooperation and Commitment - Known or potential obstacles - Managing expectations - Issue resolution - Monitoring and Reviewing progress - Principles and values to work by - Roles and responsibilities - on both sides Using internal resources to achieve your business outcomes |
|
