Certificate Key Account Management
Description
4th (2-day) workshop: Strategic (Key) Account Management - 24 and 25 May 2012
As a continuation of the 1st three workshops, this workshop focuses on all elements that need to be addressed organisationally and executive-wise in order to optimally use the broad capabilities of one's own organisation in the commercial process.
In addition, much attention is paid to all aspects related to the comprehensive management function and responsibility that the (Key) Account Manager has towards the customer and his own organisation.
The most important elements that will be discussed are:
- (Key) account management does not just exist: what is it, what are its reasons and what is its purpose?
- What is the function of commerce in the context of (Key) Account Management?
- Which market developments are involved and why is (Key) Account Management such an important function in a commercial organisation?
- The importance of the customer serving concept.
- The account plan: is it important?
- The (Key) Account Manager: a jack-of-all-trades?
- Account teams and the associated organisational aspects.
- The strategic aspects of (Key) Account Management.
- Networking: is it important?
- The customer strategy based on:
o Strategic Key Elements
o Classification
o Individual status/organisational aspects
o Position in the portfolio
- Working with the customer: the relationship matrix and the DMU
- Working with SWOT: enlightening?
- The commercial opportunity at an account, related to (Key) Account Management.
This workshop will be held over 2 days.
During both days, theory will be alternated with practical content, including the production of a strategic account plan.
SPECIFICATIONS
The 1st (2-day) workshop: Commercial skills took place on 2 and 3 February 2012
The 2nd workshop: Presenting and winning took place on 22 March 2012
The 3rd workshop: More sales, bigger margins took place on 19 April 2012
The 4th (2-day) workshop: Strategic (Key) Account Management will take place on 24 and 25 May 2012.
The 4 workshops form a course, whereby the 1st 3 workshops will be concluded together with the certificate: Commercial Excellence.
As a continuation of the 1st three workshops, the 4th workshop will be concluded with the certificate: Key Account Management
The workshops can also be attended separately. No certificate will follow
Location
Aalsterweg 322, 5644 RL in Eindhoven
Organiser
Commercial Engineer
Name and contact details for information
ing. Henk Bergsma, t: 06 2049 2819 or via the e-mail address below:
1st workshop: Commercial Excellence
2nd workshop: Presenting and winning