A Highly Interactive Training Course On
Strategic Key Account Management
How to Become the Preferred Supplier to your Key Account Customers
Course Introduction
How can you win key accounts and achieve preferred supplier status with them?
For many B2B companies, a major challenge is developing a clear key account strategy that builds strong relationships at multiple levels within a customer's organization. This strategy requires a deep understanding of the customer's challenges and insights that enhance your value, positioning you as a valuable partner rather than just another transactional supplier.
This Strategic Key Account Management training course provides practical guidance on achieving this success. Through real-life B2B examples and experiences from the course director, you will learn how to implement effective key account strategies and secure preferred supplier status with your clients.
Training Objectives
By the end of this COPEX training course, you will be able to:
- Design a key account strategy and apply it in practice
- Elevate the status of your organisation within the key account
- Construct value propositions that win preference with the right people
- Overcome the challenge of buyers who want you to lower your prices
- Influence the customer’s specification and negotiate from a stronger position
- Use your key account team more effectively
Who should Attend?
This COPEX training course is suitable to a wide range of professionals but will greatly benefit:
- Global Heads of Key Accounts who want to secure Key Account customers globally
- Key Account Directors who want to become the Key Account customer’s preferred partner
- Key Account Managers who need to construct and implement a credible Key Account plan
- Key Account Team Members who are required to contribute to the Key Account plan
- Other managers who are required to understand the Key Account plan and support it
Course Outline
- The principles of effective key account management
- Understanding the five levels of KAM
- Information required to construct a key account strategy
- Structuring the key account strategy
- Putting your objectives and strategy into context
- Identifying the customer’s challenges and Key Success Factors
- Finding and filling their capability gaps
- Identifying hidden influencers in the key account
- Discovering their challenges and priorities
- Understanding their attitudes, perception and motivation
- Creating and using personas
- How to tackle competitors in the account
- Defining your KSFs for the account
- Explaining and justifying your strategy and objectives
- Targeting to influence the product specification
- Building relationships with key decision-makers
- Developing credibility outside the account
- Communicating inside the key account
- Becoming the thought-leader externally and internally
- Offering the customer superior value propositions
- Communicating to make your prices buyer-proof
- Using principled negotiation with the key account
- Templates and tools to construct the key account strategy
- Tools to manage and control the strategy
- Forming the key account team
- Using colleagues from different disciplines to add value in the key account
- Building and maintaining motivation for your key account strategy
Certificates
- COPEX Certificate of Attendance will be provided to delegates who attend and complete the course
Material published by Copex shown here is copyrighted. All rights reserved. Any unauthorized copying, distribution, use, dissemination, downloading, storing (in any medium), transmission, reproduction or reliance in whole or any part of this course outline is prohibited and will constitute an infringement of copyright.
COPEX Training is your gateway to professional growth, with over 20 years of experience turning potential into success. Each year, we deliver over 1,000 courses in 50+ countries, earning a stellar 98% satisfaction rate. Trusted by global giants like BP, the United Nations, and HSBC, we partner with top certification bodies to provide career-focused training that empowers individuals and drives organizational breakthroughs. Our mission? To transform the way professionals learn and grow in today’s fast-changing industries. Through expert insights, cutting-edge methods, and hands-on approaches, we equip you with the skills and confidence to tackle challenges, seize opportunities, and thrive in your career.
Led by a passionate leadership team and supported by a network of world-class trainers, COPEX Training connects professionals worldwide with life-changing opportunities. We are committed to excellence, ensuring every participant leaves with the tools, expertise, and confidence to conquer an ever-evolving world.
Frequently Asked Questions
This FAQ section provides quick answers to the most common questions about our services, procedures, and policies. We aim to make your experience with us as straightforward as possible. For further assistance, our support team is ready to help.
Enhanced Skills: Develop in-demand skills and knowledge in your chosen field.
Career Advancement: Improve your career prospects and increase your earning potential.
Increased Confidence: Gain confidence in your abilities and enhance your professional presence.
Networking Opportunities: Connect with other professionals and industry experts.
Improved Job Performance: Enhance your productivity, efficiency, and job satisfaction.
Personal Growth: Develop valuable personal and professional skills that can benefit you in all areas of life.
Experienced Instructors: Courses are delivered by highly qualified and experienced instructors with industry expertise.
Interactive Learning: Engaging and interactive learning methods, including workshops, simulations, case studies, and group discussions.
Practical Application: Focus on practical skills and real-world applications, enabling you to apply your learning immediately.
Flexible Learning Options: A variety of course formats available, including classroom training, online courses, and blended learning.
Certification & Recognition: Upon successful completion, you may receive industry-recognized certifications.
There are several ways to register in our public training courses:
Online – Browse the Training Plan, select the course of choice, click on the button
“Register Now” inside the course outline page.
E-mail – Send the details (name, company name, email address and training course of
choice) of your nomination to [email protected]
Telephone – +971 4 368 6886 or +971 50 106 2750
Upon successful registration, processing window will take not more than 24 hours from the time of registration. An email including the registration confirmation, invoice and joining instructions will be sent to the provided email address.
Published training course fees are inclusive of the training venue, training manual, writing materials, lunch and coffee breaks with refreshments over the entire duration of the training course.
The training course fee can be settled by either:
- Bank transfer
- Credit Card
Our training courses will run for 5 hours per day. The standard daily timing is from 8:30 am – 3:30 pm including the coffee/tea breaks and lunch.
Our training courses courses are being held at five-star hotels in prime and iconic destinations across the globe. Cities such as Amsterdam, Barcelona, Dubai, Geneva, Istanbul, Kuala Lumpur, London, Houston, New York, Paris, Vienna, Zurich, etc.
Once officially registered, we can assist by providing the corporate rates provided by the hotel where the training course will be conducted. Early confirmation will enable us to secure the room at reduced rates
Our cancellation policy varies depending on the circumstances presented. Generally, cancellations must be initiated in formal writing at least 14 days prior to the commencement date of the training course. Further, the option to shift an existing registration to another training course on a later date is possible. Otherwise, a full refund will be initiated.
Delegates who will attend and successfully complete the training course will earn a COPEX Certificate of Completion. This certification is designed to validate the successful knowledge transfer, and that the desired learning objectives and outcomes to further advance your professional competency are achieved.
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