Key account management
Format
Workshop
Accredited
No
Email
Course Description
This course is designed to help account managers create and implement strategies that focus on value. You'll learn how to develop long-term relationships that ensure preferred supplier status, how best to design a key account management plan and how to gain widespread acceptance of that plan. You'll also discover how to analyse client drivers, move from transaction management to value-added management, balance the conflicting demands of client and supplier, institute regular team follow-up, give feedback and plan for contingencies.
CONTENT
Introduction session
Discuss case study - in this session participants will learn the value of KAM plans and where they apply.
Morning Session
In this session participants will learn the techniques of analysing clients' drivers and how to move from transaction management to value added management.
Pre-lunch Session
This session will focus on the client. The pull towards transaction management, cost as the key driver, conflicting demands of client and supplier, and the power of buyers and other stakeholders in the organisations and the need to gain consensus among all stakeholders to developing a KAM plan
Post-lunch Session
In this session participants will start to develop a plan. They will understand how to list opportunities and rank them for both the supplier and customer organisations. They will develop clear objectives and turn these into goals and strategies. They will state Key result areas and key performance indicators.
Post-afternoon tea session
In this session participants will learn to effectively implement the KAM plan, in a supplier organisation as well as a customer organisation. They will learn the importance of gaining commitment from both groups. They will learn the importance of regular team follow up and feed back. They will also discuss contingency planning.
Wrap up
Student feedback on the class and further assistance if required.
OUTCOMES
By attenting this course, participants will:
1. Understand the importance of Key Account Management (KAM) plans to the organisation
2. Understand the drivers in both the client and supplier organisation
3. Have the ability to develop a KAM plan that is measurable and results in “Preferred status” to the supplier
4. Know how to gain maximum buy in from both customer and supplier organisation
5. Understand the role of the Key Account Manager as a strategic leader
6. Understand how to manage all stakeholders and build in Key Result Areas (KRA) through weekly and monthly KPIs
7. Be able to analyse the account to gain maximum benefit from the KAM plan
8. Be able to write a KAM plan with a clear mission, objectives, goals, and strategies
9. Know how to gain maximum buy-in from su pplier and client
10. Know how to monitor progress, update plans, develop contingency plans and respond to changing circumstances
CONTENT
Introduction session
Discuss case study - in this session participants will learn the value of KAM plans and where they apply.
Morning Session
In this session participants will learn the techniques of analysing clients' drivers and how to move from transaction management to value added management.
Pre-lunch Session
This session will focus on the client. The pull towards transaction management, cost as the key driver, conflicting demands of client and supplier, and the power of buyers and other stakeholders in the organisations and the need to gain consensus among all stakeholders to developing a KAM plan
Post-lunch Session
In this session participants will start to develop a plan. They will understand how to list opportunities and rank them for both the supplier and customer organisations. They will develop clear objectives and turn these into goals and strategies. They will state Key result areas and key performance indicators.
Post-afternoon tea session
In this session participants will learn to effectively implement the KAM plan, in a supplier organisation as well as a customer organisation. They will learn the importance of gaining commitment from both groups. They will learn the importance of regular team follow up and feed back. They will also discuss contingency planning.
Wrap up
Student feedback on the class and further assistance if required.
OUTCOMES
By attenting this course, participants will:
1. Understand the importance of Key Account Management (KAM) plans to the organisation
2. Understand the drivers in both the client and supplier organisation
3. Have the ability to develop a KAM plan that is measurable and results in “Preferred status” to the supplier
4. Know how to gain maximum buy in from both customer and supplier organisation
5. Understand the role of the Key Account Manager as a strategic leader
6. Understand how to manage all stakeholders and build in Key Result Areas (KRA) through weekly and monthly KPIs
7. Be able to analyse the account to gain maximum benefit from the KAM plan
8. Be able to write a KAM plan with a clear mission, objectives, goals, and strategies
9. Know how to gain maximum buy-in from su pplier and client
10. Know how to monitor progress, update plans, develop contingency plans and respond to changing circumstances
Presenter
David Ley
David Ley graduated from University of NSW with Master Of Commerce in 1978. He worked in the Paper Industry for 10 years before moving to WA as a Business Manager of Paper Mill. After joining the packaging industry he returned to Melbourne and Sydney where he held several General Management Positions in Sales and Marketing and Regional Management. In 1995 he attended the Stanford Executive Management Program. His most recent assignment was Vice President flexible Packaging Asia and Oceania for a multi National. He has a wealth of experience in Client relationship building through KAM planning.
Start Date
Wednesday, 17/03/2010
Time
9 AM - 5 PM
Course Duration
1 day
Venue
See http://www.cce.usyd.edu.au/
Cost
$374
Contact Details
Centre for Continuing Education - The University of Sydney
(02) 9036 4789
cce.info@usyd.edu.au
(02) 9036 4789
cce.info@usyd.edu.au