Marketing Essentials: Strategies for Success in a Dynamic World
21/11/2024Event Management and Planning
27/11/2024Strategic Key Account Management in a Digital World
£4,000.00
Overview:
This program equips participants with advanced strategies and tools to effectively manage key client relationships in today’s dynamic business environment. Combining foundational principles with the latest digital tools and global best practices, the program focuses on understanding client needs, building trust, and creating value-driven solutions. Participants will learn how to navigate cultural dynamics, leverage data-driven insights, and implement strategic account plans to maximize long-term success. Interactive case studies, role-playing, and real-world applications enhance the learning experience.
Program Objectives:
By the end of this course, participants will be able to:
- Understand and apply the principles of strategic Key Account Management.
- Utilize advanced CRM tools, AI-driven analytics, and data insights to inform decisions.
- Develop tailored strategies for global and diverse key accounts.
- Strengthen client relationships through effective cross-cultural communication and trust-building.
- Maximize organizational value by aligning key account strategies with business goals.
Target Audience:
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- Global heads of key accounts aiming to secure and grow international business.
- Key account managers seeking advanced tools for strategic management.
- Sales and business development professionals responsible for high-value client accounts.
- Customer success managers focused on retention and satisfaction.
- Executives aligning organizational strategies with key client needs.
- Team members contributing to key account planning and execution.
Program Outline:
Day 1: Foundations of Key Account Management
- Principles of effective KAM in today’s market.
- Five levels of KAM: Understanding growth stages.
- Information needed for a data-driven key account strategy.
- Structuring objectives and aligning them with organizational goals.
- Identifying and addressing client challenges and key success factors.
Day 2: Understanding Customer and Market Dynamics
- Leveraging data analytics to uncover customer gaps.
- Identifying hidden influencers and decision-makers.
- Building detailed personas and understanding client priorities.
- Managing competitors and gaining strategic advantage in key accounts.
- Using cultural intelligence for global account management.
Day 3: Building and Executing Strategic Objectives
- Defining Key Success Factors (KSFs) for accounts.
- Crafting compelling value propositions tailored to client needs.
- Strengthening relationships with decision-makers across borders.
- Developing credibility and thought leadership externally and internally.
- Integrating virtual collaboration tools for remote teams.
Day 4: Advanced Communication and Negotiation Skills
- Crafting persuasive and buyer-proof communication strategies.
- Principles of negotiation for maximizing value creation.
- Using storytelling to articulate strategies and goals.
- Adopting digital tools to enhance communication efficiency.
- Navigating difficult conversations while preserving relationships.
Day 5: Tools and Techniques for Sustained Success
- Leveraging CRM systems and AI tools for account strategy management.
- Using templates and dashboards to track progress and measure outcomes.
- Building multidisciplinary account teams for holistic value delivery.
- Ensuring team motivation and alignment with account goals.
- Applying continuous improvement techniques to adapt to evolving needs.