Practical Workshop in Key Account Management

Course Introduction

This course focuses on one question: how do teams in customer accounts, pipelines and service teams apply Key Account Management consistently and safely under real constraints? Five days of discussion, exercises and case work provide practical answers you can adapt to your own organisation.

Training Objectives

• 01Build a shared vocabulary and framework for Key Account Management that your whole team can use
• 02Apply proven methods for Key Account Management to realistic scenarios drawn from customer accounts, pipelines and service teams
• 03Anticipate the failure points and compliance issues that most often affect Key Account Management
• 04Communicate Key Account Management decisions clearly to colleagues, clients and management
• 05Prepare a personal action plan to apply Key Account Management in your own organisation

What You Will Take Away

• A checklist of common pitfalls and how to avoid them
• Benchmarks and KPIs to track your own results
• A negotiation and communication cheat-sheet

Who Should Attend

• Sales Managers & Executives
• Account Managers
• Customer Service Teams
• Business Development Officers

Prerequisites: Open to all levels; participants are encouraged to bring a real work challenge.

Training Methodology

Learning happens by doing — teams work through practical tasks, present their results and receive immediate feedback. Case material and examples are drawn from customer accounts, pipelines and service teams.

Day-by-Day Programme (5 Days)

• Day 1
  Where Key Account Management fits

  How Key Account Management connects to wider operations in customer accounts, pipelines and service teams, plus the essential vocabulary.

• Day 2
  Working with the standards

  Interpreting and applying the codes and good-practice guidance that govern Key Account Management.

• Day 3
  Tools and techniques lab

  Guided practice with the tools, checklists and templates used for Key Account Management.

• Day 4
  Risk, compliance and case review

  Analysis of incidents and cases to see where Key Account Management succeeds or breaks down.

• Day 5
  Consolidate and plan

  Capstone discussion, action planning and a closing assessment.

Upcoming Sessions