Strategic Key Account Management

Course details

Most business-to-business companies have key account customers and it is essential to secure continuous business from those customers. The ideal outcome is to build relationships with the right decision-makers at different levels in their organisation so that you become their preferred collaborative partner. This requires a clear key account strategy and a different understanding of what can bring superior value to the customer.

It is not just about your key account team dealing with the usual buyers. You also need to influence other decision-makers and external stakeholders.

This AZTech training course shows you how to construct an effective key account strategy and make it work in practice.

This AZTech training course will feature:

• How to identify and influence the right decision-makers
• Overcoming price competition and maintaining margins
• Becoming the customer's most influential partner
• Winning the biggest share of customer's spend
• How to construct a strategic key account plan
• How to implement the plan as a team

 
What are the Goals?

By the end of this AZTech training course you should be able to:

• Create a key account strategy and know how to apply it
• Re-position your company within the account
• Create propositions that win preference with the people who matter
• Circumvent buyers who destroy your margins
• Influence specifications and negotiate from a stronger position
• Use your key account team more effectively

Updated on 01 October, 2018