Templates – tools – online trainings

• Video online course ‘Leading Key Account Management‘
• Video online course ‘Key Account Management‘
• Ready to use ‘Key Account Plan / Key Account Playbook template‘

Is it enough, to put the new title Key Account Manager on the business card? No, it’s not!

Is it enough, to call part of the sales organization Key Account Management? No, it’s not!

To achieve excellence in strategic Key Account Management and to ensure that it becomes a holistic company approach, 8 dimensions need to be considered. These 8 dimensions are described in the Key Account Management Excellence Model.

The book is constructed in such a way that the reader will be guided through the systematic account plan, step by step, so that one can easily adapt the content to his own specific company and business requirements.

Key Account Management without a Key Account Plan is like a morning without a toothbrush! But while we use a toothbrush as a matter of course, we don’t have time for the Account Plan. With this ready to use Key Account Plan you can start immediately to work out your business strategy. A systematic customer, market and competition analysis will lead you step-by-step to your top 5 business opportunities and risks. Based upon this profound analysis you identify the top strategic business goals including the business strategy and action plan behind.

Duration:

• 2 days

Participants:

• Key Account Manager and KAM team members

Results:

• Common understanding of modern KAM
• For selected accounts a Key Account Plan was prepared

Duration:

• 2 x 2 days

Participants:

• Key Account Manager and KAM team members

Results:

• Sustainability is ensured through management involvement
• Common understanding of modern KAM
• For selected accounts a Key Account Plan was prepared
• Key Account Plans presented to management
• Strategic, focused selling method implemented

Topics:

1. Key Account Management
2. The Key Account Manager
3. The Key Account Plan
4. BONUS 1: Strategic Annual Meeting
5. BONUS 2: Tender management

Further facts:

• 49 videos full of up-to-date tools
• Practical tips and examples
• Proven key account plan template (45 pages in Microsoft Powerpoint format)
• Many checklists and concrete implementation tasks