Strategic Key Account Management

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
Seminartermine

2. Halbjahr 2020 1. Halbjahr 2021
von bis von bis
Berlin 01.12.2020 02.12.2020 22.06.2021 23.06.2021
Erfurt 12.10.2020 13.10.2020 20.04.2021 21.04.2021
Frankfurt 22.10.2020 23.10.2020 31.03.2021 01.04.2021
Friedrichshafen 27.07.2020 28.07.2020 10.02.2021 11.02.2021
Hamburg 20.08.2020 21.08.2020 03.02.2021 04.02.2021
Hannover 07.12.2020 08.12.2020 17.06.2021 18.06.2021
Kassel 02.07.2020 03.07.2020 18.01.2021 19.01.2021
Köln 05.10.2020 06.10.2020 27.04.2021 28.04.2021
Leipzig 26.11.2020 27.11.2020 04.05.2021 05.05.2021
Magdeburg 17.09.2020 18.09.2020 11.03.2021 12.03.2021
München 14.12.2020 15.12.2020 29.06.2021 30.06.2021
Münster 17.08.2020 18.08.2020 22.02.2021 23.02.2021
Nürnberg 10.09.2020 11.09.2020 25.03.2021 26.03.2021
Oldenburg 16.11.2020 17.11.2020 06.05.2021 07.05.2021
Rostock 06.08.2020 07.08.2020 28.01.2021 29.01.2021
Stuttgart 10.11.2020 11.11.2020 20.05.2021 21.05.2021

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

Hier Buchen!


Strategic Key Account Management

Preis: 1.280,00€ zzgl. MwSt.


Zurücksetzen
Buchungsnummer: P10.15