Description
Strategic Key Account Management. A close relationship with key strategic customers is the ultimate competitive advantage a company can achieve. Studies show that professional Key Account Management (KAM) leads to strong, long-term customer loyalty and a significant increase in profits. Successful KAM requires aligning your entire organization, including its strategy, processes, structures and people, with Key Accounts´ requirements.
Strategic Key Account Management
Your Benefits: The participants will learn how to …
- Build and manage the relationship with key customers as a long-term approach to build customer loyalty and increase profits.
- Segment customers based on their attractiveness and profit potential.
- Align the entire organization with Key Accounts´ requirements.
- Develop and implement effective Key Account plans.
- Calculate the return on investment (ROI) for their company and the Key Accounts.
Contents
- Why strategic Key Account Management
- Providing added value for the customer and your organization
- Strengthening customer loyalty and your organization´s competitive position
- Stages in introducing KAM
- Selecting strategic customers based on a list of criteria
- Hard and soft criteria
- Types of Key Account Management
- Slim KAM and strategic partnership
- International KAM
- Key Account Analysis and Planning
- Analyzing customer needs and purchasing processe
- Analyzing the customer´s market position and competitive powe
- Analyzing your situation as a supplier
- Developing attractive offerings and a cooperation strategy
- Integrating KAM into your organization
- Front-end and back-end organization
- KAM as a line, matrix and staff function
- Establishing effective Key Account Management processes and systems
- Selecting and qualifying Key Account Managers
- Managing Key Account teams
- Remuneration and incentive systems
- KAM Controlling
Target group
CEO´s/Business Unit Leaders, Managers and Specialists from Marketing, Sales and Service
Buchungscode
P10.15
Seminarzeiten // 2-Tages-Seminar
1. Schulungstag von 10:00 Uhr bis 17:30 Uhr
2. Schulungstag von 9:00 Uhr bis 16:30 Uhr
2. Schulungstag von 9:00 Uhr bis 16:30 Uhr
Seminartermine
1. Halbjahr | 2. Halbjahr | |||
von | bis | von | bis | |
Berlin | 22.06.2022 | 23.06.2022 | 01.12.2022 | 02.12.2022 |
Erfurt | 20.04.2022 | 21.04.2022 | 12.10.2022 | 13.10.2022 |
Frankfurt | 31.03.2022 | 01.04.2022 | 25.10.2022 | 26.10.2022 |
Friedrichshafen | 10.02.2022 | 11.02.2022 | 27.07.2022 | 28.07.2022 |
Hamburg | 03.02.2022 | 04.02.2022 | 24.08.2022 | 25.08.2022 |
Hannover | 20.06.2022 | 21.06.2022 | 07.12.2022 | 08.12.2022 |
Kassel | 18.01.2022 | 19.01.2022 | 04.07.2022 | 05.07.2022 |
Köln | 27.04.2022 | 28.04.2022 | 05.10.2022 | 06.10.2022 |
Leipzig | 04.05.2022 | 05.05.2022 | 28.11.2022 | 29.11.2022 |
Magdeburg | 15.03.2022 | 16.03.2022 | 19.09.2022 | 20.09.2022 |
München | 29.06.2022 | 30.06.2022 | 14.12.2022 | 15.12.2022 |
Münster | 22.02.2022 | 23.02.2022 | 18.08.2022 | 19.08.2022 |
Nürnberg | 28.03.2022 | 29.03.2022 | 14.09.2022 | 15.09.2022 |
Oldenburg | 09.05.2022 | 10.05.2022 | 16.11.2022 | 17.11.2022 |
Rostock | 31.01.2022 | 01.02.2022 | 05.09.2022 | 06.09.2022 |
Stuttgart | 23.05.2022 | 24.05.2022 | 10.11.2022 | 11.11.2022 |
Seminargebühr / Person 1.280,– € zzgl. MwSt.
Im Preis inbegriffen:
- ausführliche Seminarunterlagen, Schreibblock und Stifte
- qualifiziertes Teilnehmerzertifikat
- ausgewählte Seminar-Hotels
- Mittagessen (Lunchbuffet oder 3-Gang-Menü)
- zwei Kaffeepausen vormittags und nachmittags mit Obst und Snacks
- unbegrenzte Tagungsgetränke