Strategic Key Account Management online course
Product discription
Key Account Management
- Let’s start with some questions!
- One definition
- Why Key Account Management?
- Key Account Management excellence model
- One face to the customer is dead
- KAM versus a territory sales approach
- Key Accounts are more than direct customers!
- Stop dreaming of strategic partnerships
The Key Account Manager
- The fundamental roles besides sales!
- Key Account Manager in the world of tomorrow
The Key Account Plan
- Was ist ein Key Account Plan?
- What is the real purpose of a Key Account Plan?
- How to structure a Key Account Plan?
- Who should prepare the Key Account Plan?
- 6 critical success factors of professional Key Account Plans
- No KAP without “SO WHAT?”
- The one pager – your account plan executive summary
- Account Analysis: Account Profile
- Account Analysis: Company structure
- Account Analysis: Key subsidiaries / sites / global footprint
- Account Analysis: Top 3 company objectives
- Account Analysis: Procurement strategy
- Account Analysis: the market environment
- Account Analysis: the industry value chain
- Account Analysis: Project pipeline
- Account Analysis: Power Map
- Account Analysis: SWOT
- Account Analysis: 3 things, I still don’t know!
- Own position today: Supplier evaluation
- Own position today: You as a customer
- Own position today: Ongoing frame contracts
- Own position today: win bid / loss bid analysis
- Own position today: your current sales footprint per customer site
- Own position today: Share-of wallet
- Own position today: account attractiveness portfolio
- Own position today: The competition landscape
- Own position today: your Unique Value Proposition
- Own position today: your SWOT from the account perspective!
- Own position today: The top 5 chances / risk cockpit
- Your business development plan: MOST and M-Mission
- Your business development plan: MOST – Top 3 Objectives
- Your business development plan: MOST – Strategy
- Your business development plan: MOST – Tactics and Requirements
- Your business development plan: the account team
- Your business development plan: account team rules – RASIC
- Your business development plan: relationship matrix
- Your business development plan: touchpoint plan
- Your business development plan: action plan
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