Key Account Management

What is KAM: Defining its role and significance in business strategy.

Identifying Key Accounts: Prioritizing clients based on strategic importance.

Strategic Partnerships: Building long-term, mutually beneficial relationships.

Session 1B: Strategic Client Prioritization

• Assessing client portfolios and identifying high-priority accounts.

• Tools and frameworks for strategic client categorization.

Developing Comprehensive Account Plans: Steps to Create Actionable Plans.

SMART Goals: Setting and measuring goals effectively.

Risk Assessment and Mitigation: Proactively identifying and addressing risks.

Comprehensive analysis of key accounts to understand goals and challenges.

Communication Mastery: Developing impactful communication skills.

Active Listening and Rapport Building: Understanding client needs and establishing trust.

Emotional Intelligence: Using EQ to navigate client dynamics.

Identifying unique value offerings and aligning them with client needs.

Demonstrating ROI, cost savings, and performance improvements.

Using storytelling and data to craft compelling value propositions.

Retention Strategies: Building long-term relationships with key accounts.

Upselling and Cross-Selling: Identifying opportunities to expand partnerships.

Customer Success Plans: Ensuring clients achieve measurable outcomes.

Creating proactive customer success plans to ensure satisfaction.

Resolving Client Issues: Applying systematic problem-solving techniques.

Crisis Management: Strategies for handling critical client situations.

Turning Mistakes into Opportunities: Learning and improving from challenges.

Building Effective Teams: Strategies for collaboration and leadership to support KAM objectives.

Time Management: Prioritizing tasks to maximize productivity while delegating tasks and managing time efficiently

Collaborative Problem-Solving: Encouraging team-driven solutions to solve complex client challenges.

Staying updated on industry trends and KAM best practices.

Feedback and Mentorship: Leveraging insights to Developing plan for ongoing improvement and for personal growth

Networking Skills: Building and maintaining professional connections.

Manage & Deliver Client Accounts: Apply skills to real-world client portfolios with minimal supervision.

Business Case Studies: Solve real-world challenges and provide solutions to business problems.

Job Preparation: Tailored support for interviews, resume building, and transitioning into the job market.

Building and executing a strategic account plan for a mock client.

Developing a customer success plan with KPIs and growth strategies.

Simulating a sales pitch and advanced negotiation scenarios with role-playing exercises with cross-functional teams.

Analyzing client relationship challenges through case studies to identify growth opportunities and solutions