Key Account Management Training Programme

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

Relationships

Action Planning

Solution

Proposition Development

Account Based Marketing

Part 4 - End game and continuous improvement

Negotiation

Transition to Capture and/or proposals

Ongoing Performance Management

KAM Programme Reviews and Continuous Improvement