Account Plan For Successful Key Acct Managers In The 21st Century

Account Plan For Successful Key Acct Managers In The 21^st Century
Duration: 2 Days
Time: 9:00am to 5:00pm
Lunch Break: 1:00pm to 2:00pm

INTRODUCTION
How To Develop Key Account Manager’s Skills In The New Era? Why are all your key account managers not achieving their goals and objectives? Are they surviving or just order taking? Lack of Communication skills? unable to handle their customers effectively and successfully? Can’t seal any deals? They are talented but are they skillful in handling the right stakeholders, with the right conversation and targeting the right buying centers? Are all these excuses or do they lack ACCOUNT PLANNING skills? Most organizations have doubts about their KEY ACCOUNT as they don’t really understand their needs and wants. It took 10 years to build a strong relationship but only took 10 mins to destroy it. This course is designed specifically to address every need and want of your key account. Don’t miss this opportunity to develop your key account managers. Join us in the coming workshop!!!

LEARNING OBJECTIVES

• To understand the MAIN functions of Key Account Management recognizing the right DATA.
• To convert the Supporting role to Branded Key Account role in the organization.
• To develop the In-depth Techniques & Strategies in becoming a Successful Key Account Team
• To produce effective conversations with the right stakeholders addressing their needs
• To create effective urgencies, the right & positive mindset in managing key account customers 
• To identify the value proposition in dealing with Key Account

• Construct a MOCK Plan for Key Account Management using the IQ methodology.
• Identify 3 Key Challenges in Key Account Management Strategy using the KEN methodology.
• Develop a Questioning Plan for Key Account using the Professional CCC’s methodology.
• Develop Effective Key Functions of Handling Key Account Manager using the PESTEL & SWOT analysis.
• Identify at least 3 Key Value Proposition by using the 5 VP BOXES Methodology.
• Design own Strategic Plan using the Account Plan using the SMART Strategy

• Introduction
• Sales Challenges in Key Account Management
• Why Account Development Plan?
• The Use of IQ Methodology
• How ADP helps?
• Account Planning brings Strategic Values
• Action Plan: Key Account MOCK Plan

• ICT/Solutions are really crowded.
• The Changing Buying/Selling Environment- Buyer’s Journey
• The Importance of Key Account
  • Why DATA/Information?
  • What is their Potential?
  • What is their background?
  • Their Needs & Wants?
  • Who are the ENDUSER?
• Importance of Engagement
  • Why Engagement?
  • What so important?
• Different Stakeholders? Right Buying Centres?
• 3 Key Challenges in Key Account Management KEN strategy
• Action Plan: Identify your key ROLE?

• Differentiate or disappear?
• Creating Branding Mindset and Values not Price nor Quantity
• Power of Questioning & Listening
• Build the Pain
• Build the Gain
• 3 C’s Methodology, Con Con Con?
• Action Plan: Building Effective Questioning Plan For Key Account

• Customer’s Insights
• Business Analysis
• What the DATA tell us about?
• What are we Focus on?
• P.E.S.T.E.L. Analysis
• S.W.O.T. Analysis
• Action: Develop Own Key Focus

• Customer Perception on Value
• What is Value?
• What Value should NOT be?
• The Power of VALUE not Price
• Rolex and Casio?
• 5 Boxes Value Proposition
• Development of RIGHT and EFFECTIVE value proposition.
• Effective Communication Skills
  • Power of Storytelling
  • Power of Presenting
  • Avoid Breakdown in Communication
  • What’s the key value?
• Action: Develop 3 Key Value Proposition

• Winning Strategies, how?
• Business Overview
• Current Opportunities
• WIN/LOSS Opportunities
• Power of Back-Up
  • How & When
  • Why BU is important?
  • Who Scratch who’s Back?
• Effectiveness or Aggressiveness?
• Creating Urgencies?
• Closing Strategies?
• S.M.A.R.T. Analysis for Planning
• Action Plan: Let’s Do It TOGETHER, NOT YOU DO IT ALONE !!!