Key Account Management – Individual Modules
(Each session is 4 hours)


When you think of your Key Account Managers, there are things that they are doing well and there are areas that need improvement.

The first step of our process is for you and/or your organization to decide what you would like your people to be doing that they are not and then selecting the relevant 4 hour modules from the list below. Once you have identified the areas necessary for improvement we will work with you to create the most appropriate program.



Key Account Management – An Introduction
• Initiative & being proactive – what can we do?
• What is your difference?
• Aligning to a partner’s business goals
• Relationship Selling vs. Product Selling
• Creating and maintaining long term partnerships
• Categorising accounts
• Planning & preparation – SWOT
• The 80/20 Principle
• Building an account


Key Account Management – Aligning To Your Customer
• Identifying tactics to move the client to the next stage
• The importance of the follow-up
• Planning – 3 month, 6 month and 12 month
• Where are your clients going?
• What do your clients need?
• Finding and keeping opportunities
• A template to work from
• Getting referrals and working from them
• Working with cross-referrals


Key Account Management – Working With The Decision Makers
• Beyond the 80/20 Principle
• Tactical probing – Introduction, Examination and Development
• Key players – The User, Gatekeeper, Guide, Decision Maker, Final Decision Maker
• Assessing strengths and weaknesses of sellers and buyers
• Building relationships – both internal and externally
• Using our internal partners – what else can we offer?
• Assessing strengths and weaknesses of sellers and buyers


Key Account Management – Advanced Strategies
• Position and Personal Power
• Creative thinking
• Critical Success Factors – Getting specific!
• Partnering for success
• Trust, Cooperation and Commitment
• Known or potential obstacles
• Managing expectations
• Issue resolution
• Monitoring and Reviewing progress
• Principles and values to work by
• Roles and responsibilities – on both sides
• Using internal resources to achieve your business outcomes.