Key Account Management
Learn to maximise growth and cross sell
Key Account Management Training (KAM)
one day course | £6000 + VAT
Growth can be stunted, unpredictable and uncontrolled, with limited visibility of pipeline and missed opportunities haunting the business, if structure isn’t present.
We help our learners maximise lead generation, account growth, client retention and cross sell through improved quality of insight and conversation. We teach you how to grow predictably through planning and execution of structured high performing account management strategy.
Successful KAM planning and execution
You’ll be empowered to drive successful KAM planning and execution through pinpoint research, aligned tactical marketing reach-back, co-creating solutions and extending influence with - the right people, right place, right time - having insightful conversations with clients and prospects.
The content is delivered by Jeremy Brim, a work winning specialist with 20 years of experience in pursuit of clients and opportunities of all sizes across the private, public and federal sectors on a global, regional and local scales.
Lead Trainer
Learn more about Jeremy
Jeremy Brim
KAM course contents
The course covers key account management best practices, strategy and implementation:
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Overview of KAM Best Practice
Defining and selecting key accounts
KAM within the business growth agenda / operating model
Key Account Management models
KAM team
Structure
Competencies
Selection
key account manager responsibilities
Management / Sponsorship
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Client business plan, pipeline and objectives
Our objectives
Three Year Business Plan for the Account
One year goals and objectives
Desired position and importance to them
Gathering Research
Internal buy-in
KAM Plan set up and management
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Relationships
Initiating, protecting and strengthening relationships
Relating to Buyers Wants
Journey to trusted advisor
Relationship planning
Understanding structures
Relationship Assessment (Friends / Allies / Protester / Enemies)
Sphere of influence
Zippering
Succession
Engaging with the client and influencers
Understanding people styles
SPIN
‘What we finds’
Advanced Questioning
Action Planning
Regular Reviews
Campaign management
Solution
Understanding how the client makes buying decisions
Co-solutioning
Teaming / partnering / alliances
Leveraging Supply chains
Proposition Development
Understanding the clients needs / pain points
Our differentiators and USPs
Value based Pricing
Value Propositions
Influence and persuasion
Proactive proposals
Account Based Marketing
Interface with marketing plans
Thought Leadership
Leveraging Marcoms channels, inc digital
Events
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Negotiation
Transition to Capture and/or proposals
Ongoing Performance Management
Management of live work
Planning to re-compete
Net Promotor client CX surveys / interviews
Annual Reports
KPIs / league tables
KAM Programme Reviews and Continuous Improvement
Get in touch for details of our Key Account Management training course
Client success stories
What our clients say
Jeremy brings great insight through his extended network and isn’t hesitant to share that with you, demonstrating real care for his clients or mentees.
—Charlotte Byrne, Resolution Interiors