Key Account Management

Introduction

• Develop and manage key accounts
• Who is key account management for?

1. Understanding Key Account Management

• What is key account management?
• Why key account management is important
• The key account management process

2. Selecting Key Accounts

• Develop criteria for key account status
• Select key accounts

3. Developing a Key Account Strategy

• Define a vision, mission, and strategic focus
• Identify the key account management task
• Communicate your strategy

4. Creating Key Account Managers

• Hire key account managers
• Train key account managers
• Reward key account managers

5. Managing the Relationship

• Develop a call plan for key accounts
• Implement key account activities
• Measure key account results