Learn best practices in KAM in your own time and at your own pace.
Key Account Management (KAM) has been a popular strategy for many companies for decades now. It started in the 1950’s with the large US Fast-Moving Consumer Goods (fmcg) companies and now has spanned almost every industry segment.
However, it is often misunderstood and misinterpreted and the Business world is littered with cases. where KAM strategies have failed due to poor planning, execution and sometimes a mis-placed understanding of what KAM actually is and what it is for.
Key Account Management is often mistakenly thought to be a sales strategy, something that is the concern of the sales staff only. This could not be further from the truth. KAM is an Enterprise-wide undertaking that needs extensive involvement throughout the Value Chain. It is about managing for optimal profit, and the most efficient deployment of scarce resources.
This online training course draws upon my 25 years of working with some of Europe’s key thinkers and writers on KAM and includes proprietary tools which are downloadable and freely usable by course attendees.
There is far more to Key Account management than just getting a few big customers to like you or to order more from you. Done properly, KAM will re-ficus your companies efforts in the field and will lead to the adoption and execution of a number of sales strategies each defined to give the optimal ‘bang for your buck’.
We liken Key Account Management to a game of roulette. Your customers (all of them) represent the sections on the roulette wheel and the squares on the board. The resources you have available to service all these accounts are the gambling chips you bet with. As in the game, there are more squares than there are chips. The purpose of Key Account Management is to enable you to develop strong, proven strategies to determine where bet to place your ‘chips’ for maximum return.
So KAM is as much about resource management as it is about sales gain. The procedures, processes and tools made available to those taking this course will give you a ‘ready-to-go’ strategy for handling all your customers and allow you to focus and concentrate your scarce resources on this e customers most likely to yield long-term gains and profits.
You will learn how to correctly classify your accounts, how to resource your efforts and how to manage all accounts for optimal profit.
More details and to enrol, please click here