A woman with her team, holding a pen and about to write on a large piece of paper during a Key Account Management session.

Key Account Management

Building trusted partnerships for long-term success

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A proven methodology for cultivating strategic client partnerships 

Effective Key Account Management goes beyond meeting immediate client needs – it’s about building trusted partnerships that grow and evolve over time. This programme equips participants with the tools to deeply understand client challenges, anticipate their needs and deliver tailored solutions. 

Through expert-led training, participants will enhance their ability to influence diverse stakeholders, leverage value-based questioning and refine their account strategies to drive lasting success. 

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For who

Key Account Managers

5+ years experience

Format

Face-to-face
workshops

Virtual workshops
Self study

Duration

4 month
programme

35-40 hours

ProgramME Objectives

As a result of attending this training, participants will develop, refine and grow their Key Account Management skills in the following areas:

  1. Strategic account planning:
    Enable participants to take a strategic approach to account management and develop structured account plans

  2. Leveraging relationships:
    Understand client needs deeply to foster long-term partnership and to become a trusted advisor

  3. Value-based selling:
    Use value-based questioning to develop a comprehensive understanding of customer accounts and their specific business needs

  4. Effective communication:
    Learn how to communicate solutions in a clear, compelling manner, and how to flex communication to influence different stakeholders

  5. Future planning:
    Analyse sales successes & failures – use learnings to build better relationships & account plans for the future

Key account Programme

Manage the Account

What is account management and why is it important?

Build a responsive internal team

Clear, concise & compelling communication

Segmentation: Focus on the right customers

MAN: Key decision makers & influencers

Value Communication Framework

Negotiation Skills

Strategies for long-term contract negotiations and complex stakeholder dynamics

How to amplify strengths

Leveraging data insights

Selling at a premium – justifying initial investment

Collaborative, win-win approach

Grow the Account

Proactive demand creation

Expanding your network

The four pillars of value – Company, People, Products & Services, Processes

Customer’s investment plans

Key to sustainable success

Upselling and cross-selling

Become a trusted advisor

Turning customers into advocates

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