Key Account Management Training Programme

    Key Account Management Training Programme
    9 June - 23 June 2023

    Our Key Account Management (KAM) Training Course develops skills to introduce structure and maximise lead generation, account growth, client retention and cross-selling through improved insight and conversation quality. Without a KAM structure in place, growth can be stunted, unpredictable and uncontrolled, resulting in limited pipeline visibility and missed opportunities.

    In this course, we will teach you how to achieve steady and predictable growth by planning and implementing effective client development programmes. You will learn how to drive successful key account management (KAM) through targeted research, aligned tactical marketing efforts, co-creating solutions, and having insightful conversations with clients and prospects at the right time and place. You will be empowered to extend your influence and build strong relationships with the right people.

    The programme is led by Jeremy Brim, a specialist with 20 years’ experience in securing clients and opportunities of all sizes across various sectors (including private, public and federal sectors) on a global, regional and local scale. Jeremy is a globally accredited trainer with the Association of Proposal Management Professionals (APMP) as well as a lecturer in KAM, capture and bidding at Cranfield University School of Management.

    The programme will be delivered over three weekly three-hour interactive webinar sessions, on the 9th, 16th and 23rd of June.

    Course Agenda:

    Part 1 - Overview and set up

    Overview of KAM Best Practice

    Defining and selecting key accounts

    KAM within the business growth agenda / operating model

    KAM team Structure, roles etc

    Part 2 - Strategy and plan

    Client business plan, pipeline and objectives

    Our objectives

    Gathering Research

    Internal buy-in

    KAM Plan set up and management

    Part 3 - Executing the plan


    Action Planning


    Proposition Development

    Account Based Marketing

    Part 4 - End game and continuous improvement


    Transition to Capture and/or proposals

    Ongoing Performance Management

    KAM Programme Reviews and Continuous Improvement

    Price 349.00
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