Key Account Management: Strategies for Business Growth Event, 27.Jul.2025

Course Description

This comprehensive 5-day Key Account Management (KAM) course equips participants with essential strategies and tools to effectively manage and grow key customer accounts. Attendees will learn to identify, develop, and maintain strategic relationships with high-value clients, driving sustainable business growth and fostering long-term partnerships.

Learning Objectives

• Develop a strategic approach to identifying and prioritizing key accounts
• Master techniques for building and maintaining strong client relationships
• Learn to create and implement effective key account plans
• Understand how to leverage cross-functional teams for account success
• Acquire skills to measure and demonstrate the value of key account management

Course Modules

Day 1: Introduction to Key Account Management

• Fundamentals of Key Account Management
• Identifying and selecting key accounts
• Understanding the KAM process and lifecycle
• Differentiating KAM from traditional sales approaches

Day 2: Building Strategic Relationships

• Mapping key stakeholders and decision-makers
• Developing trust and credibility with clients
• Effective communication strategies for key accounts
• Managing and influencing client expectations

Day 3: Key Account Planning and Analysis

• Creating comprehensive key account plans
• Conducting account and opportunity analysis
• Setting SMART goals for account growth
• Aligning account strategies with client objectives

Day 4: Cross-functional Collaboration and Value Creation

• Leveraging internal resources and expertise
• Building and leading cross-functional account teams
• Developing value propositions for key accounts
• Identifying and creating mutual value opportunities

Day 5: Measuring Success and Continuous Improvement

• Key performance indicators for account management
• Tools and techniques for tracking account progress
• Handling challenges and resolving conflicts
• Strategies for continuous improvement and innovation

Practical Wins for Participants

• Develop a tailored key account plan for a strategic client
• Create a stakeholder map and influence strategy for a complex account
• Design a value proposition that addresses specific client needs
• Construct a KAM scorecard to measure and demonstrate account success