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Join KAA
Join directly via this website
Join as an Independent Partner
Request company invoice
Skills Modules Library
Independent Consultants
Contact
Member Login
Key Account Academy
Skills Modules Library
Key Account Foundations Series
Key Account Foundations Series
Key Account Foundations Series
Module 1
The big issues in Account Management and their implications.
What exactly do we mean by ‘value’?
How do we define ‘value’?
What exactly is ‘account management’?
What is the long term growth potential for you?
Module 2
The approach and skills of highly effective Account Managers.
What are some Account Managers consistently more successful than others?
What are the most common traits we expect to see from the most successful Account Managers?
Module 3
The measurement of success in Account Management.
Why sales is a good measure of success for the company but not for the Account Manager?
What core success measures should you use?
Why you must have leading indicators of success as well as lagging indicators to ensure the future.
Module 4
The different levels of customer engagement and their implications.
What are the different levels of customer engagement?
Where are you right now and where do you need to be in the future?
What are the implications for you and your business?
Module 5
The core differences between selling and account management.
Why account management is not the same as selling.
Why the traditional selling models will not lead to account management success.
The importance of taking a proactive approach based on customer knowledge.
Module 6
Introduction to the idea of value. Value is something everyone talks about but few can define.
What exactly is value and where does it come from.
Why you can’t tell the customer what value is.
Why one customer will see different aspects of value.
