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 | 13.02.2023 | 14.02.2023 | 13.09.2023 | 14.09.2023 |
Erfurt | 17.04.2023 | 18.04.2023 | 09.11.2023 | 10.11.2023 |
Frankfurt | 06.03.2023 | 07.03.2023 | 25.09.2023 | 26.09.2023 |
Freiburg | 06.02.2023 | 07.02.2023 | 11.09.2023 | 12.09.2023 |
Friedrichshafen | 12.06.2023 | 13.06.2023 | 11.12.2023 | 12.12.2023 |
Hamburg | 23.01.2023 | 24.01.2023 | 06.07.2023 | 07.07.2023 |
Hannover | 15.06.2023 | 16.06.2023 | 14.12.2023 | 15.12.2023 |
Kassel | 24.04.2023 | 25.04.2023 | 05.10.2023 | 06.10.2023 |
Köln | 30.03.2023 | 31.03.2023 | 07.09.2023 | 08.09.2023 |
Leipzig | 27.04.2023 | 28.04.2023 | 12.10.2023 | 13.10.2023 |
München | 16.05.2023 | 17.05.2023 | 06.11.2023 | 07.11.2023 |
Nürnberg | 17.01.2023 | 18.01.2023 | 03.07.2023 | 04.07.2023 |
Saarbrücken | 30.01.2023 | 31.01.2023 | 04.09.2023 | 05.09.2023 |
Stuttgart | 26.06.2023 | 27.06.2023 | 07.12.2023 | 08.12.2023 |
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