MANAGING ACCOUNTS STRATEGICALLY – A KEY ACCOUNTS MANAGEMENT TRAINING IN THE PHILIPPINES

A Corporate EnterTRAINment on Key Accounts Management – a 1-day Key Accounts Management Training in the Philippines

ENTERTRAINMENT OVERVIEW:

For Business-to-Business sales companies that offer products, services or solutions, it is important to not just make a one time-big time sale that may or may not be the first and the last. Just like what the Pareto Principle states, “80% of our results will come from 20% of our clientele”.

Because of this, it is important that Business Development and Sales focus on Key Account Management. While it is important to influence a repeat business from all of our clients, focusing and strengthening our resources on 20% of the clients where most revenues come from will ensure not only big bucks for the company but also stability and consistency of our incoming cash flow.

ENTERTRAINMENT GOAL:

By the end of this 1-day Key Accounts Management Training in the Philippines, the participant will add more value both to their clients and to their own company by starting to master or specialize in managing key accounts and managing relationships with them.

ENTERTRAINMENT OBJECTIVES:

To accomplish the goal above in this 1-day Key Accounts Management Training in the Philippines, the participants should be able to:

• Understand and appreciate how in Business-to-Business deals or transactions, Key Accounts Management is different from and better than the normal Sales Process.
• Come up with organizational strategies to increase their revenues based on the best practices of Key Accounts Management.
• Appreciate how Value Addition enhances the financial relationships with Key Accounts and contributes to growing the company’s sales.

ENTERTRAINMENT HIGHLIGHTS:

MODULE 1: KEY ACCOUNTS MANAGEMENT 101

• What is Key Accounts Management?
• Difference Between Key Accounts Management and Sales
• The Importance and Benefits of a Mutually Recognized Partnership

MODULE 2: DIFFERENT FACETS OF KEY ACCOUNTS MANAGEMENT

• The Types of Key Accounts Management
  • Simple and Transactional
  • Intimate and Complex
• The Pareto Principle/80-20 Rule in Key Accounts Management
  • Approach for 80%
  • Approach for 20%

MODULE 3: ROLES OF KEY ACCOUNTS MANAGERS

• The Roles/Functions of Key Accounts Managers
  • Relationship Builder
  • Collaborator
  • Solutions Provider
  • Project Manager
  • Results Driver
• Key Competencies of a Successful Key Accounts Manager
  • Relationship Building and Nurturing
  • Strategic Management
  • Industry and Market Expertise
  • Leadership
  • Excellent Communication
  • Negotiation
  • Value Addition

MODULE 4: BEST PRACTICES IN KEY ACCOUNTS MANAGEMENT

• How to Identify Key Accounts
  • Offer
  • Lifetime Value
  • Service Complexity
• Deep Understanding of the Customer’s Domain, Situation and Challenges
• Stages of Key Accounts Relationships
  • Tactical Relationship
  • Cooperative Relationship
  • Interdependent Relationship
  • Strategic Relationship
• Working with Multiple Functions of the Client Company
• Tips that Work in Key Account Management

ENTERTRAINMENT METHODOLOGIES:

To ensure practical and applicable learning, the following methods will be used:

• Interactive discussions
• Entertaining and training-related icebreakers and energizers
• Direct application exercises and activities
• Case studies
• EnterTRAINment at its best!

If you are looking for other Sales and Marketing-related training program outlines, just click the link below:

Sales and Marketing Training in the Philippines

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