WHAT YOU’LL LEARN
>How to select the right accounts to be included in your KEY Account programme
>How to categorise them to maximise your sales and profits
>How to analyse the needs of key accounts
>How to develop winning plans for each key account
>How to develop the required skills to become an excellent key account manager
>How to measure the effectiveness and profitability of your key account programme
Managing your most important business customers is a key area that suppliers need to master. These customers can have a strong impact on the performance of the supplier and need to be managed in a special Key Account Management (KAM) programme
Getting this KAM blueprint right is vital for both suppliers and customers. Yet many suppliers still make fundamental mistakes damaging their ability to unlock the profits in these relationships.
In this course, Professor Malcolm McDonald, author of many leading books on KAM and founder of the KAM Best Practice Club at Cranfield University - which has been running for over 20 years - has condensed his one day workshop on KAM into 10 bite-size modules covering what KAM is, why it is so important, and how to apply it successfully.
Professor Malcolm McDonald MA (Oxon) MSc PhD D.Litt FCIM FRSA, until recently was Professor of Marketing and Deputy Director, Cranfield University School of Management, with special responsibility for e-business, and is now an Emeritus Professor at the University as well as being an Honorary Professor at Warwick Business School and Academic Advisor at Oxford College of Marketing. Malcolm is a graduate in English Language and Literature from Oxford University, in Business Studies from Bradford University Management Centre, and has a PhD from Cranfield University. He has written over 40 books, including the best seller 'Marketing Plans: How to prepare them, how to use them' which has sold more than half a million copies, and more than one hundred articles and papers
Coming from a background in business which included a number of years as Marketing Director of Canada Dry, Malcolm has successfully maintained a close link between academic rigour and commercial application. He has consulted to many major companies from the UK, Europe, USA, Far East, South-East Asia, Australasia and Africa, in the areas of strategic marketing and marketing planning, market segmentation, key account management, international marketing and marketing accountability. Malcolm is currently chairman of six companies and works with the operating boards of a number of the world's leading multi-nationals on all continents.