Key Account Management - Sales

Level

Key Account Management - Sales

Innergy Ltd
Logo Innergy Ltd

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Description

Key Account Management

Innergy's Key Account Management (IKAM) program is designed to evaluate your current revenue streams, and then design (and/or re-align) your strategic action plans to increase the number of key accounts maintained.

Module Type

Face To Face Module

Full Description

Our experience tells us that if we strategically manage and effectively retain our key customers, then there is an immediate impact on bottom line profitability, at a fraction of the cost to generate a new client.

Our program is facilitated in the following four stage process:

Stage One: Matrix Development

In order to develop the appropriate strategies to maintain and grow key accounts, Innergy would i…

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Frequently asked questions

There are no frequently asked questions yet. If you have any more questions or need help, contact our customer service.

Key Account Management

Innergy's Key Account Management (IKAM) program is designed to evaluate your current revenue streams, and then design (and/or re-align) your strategic action plans to increase the number of key accounts maintained.

Module Type

Face To Face Module

Full Description

Our experience tells us that if we strategically manage and effectively retain our key customers, then there is an immediate impact on bottom line profitability, at a fraction of the cost to generate a new client.

Our program is facilitated in the following four stage process:

Stage One: Matrix Development

In order to develop the appropriate strategies to maintain and grow key accounts, Innergy would initially develop a client specific matrix, to define a set criteria for the different account levels, in order to identify which accounts (current users and potential) should be targeted and in what way.

The matrix would then provide us with four distinctly unique quadrants from which to develop our strategic approaches to each account.

Stage Two: Strategy Development

On completion of the Stage One, a series of 4 workshops would then be held with the senior management and other applicable staff to develop a series of account development and maintenance strategies for each of the pre-determined quadrants.

The high value / high potential accounts will be entitled to the development of tailored strategy plans unique to that customer, whereas the other identified accounts will be part of "quadrant-specific" strategies depending on where they register on the value scale.

Following each workshop, a detailed recommendation and guide to the implementation of that strategy will be developed and presented back for approval and preparation for implementation.

Stage Three: Skills Development

To ensure that any strategies developed will actually work, Innergy would then host a series of training workshops for the any staff who would be involved in the actual delivery of the key account project.

Prior to this, however, Innergy would spend a day defining the criteria for the role (dependant on which key account quadrant that role was involved with) and assessing potential applicants from within your business (and outside if necessary), ensuring that the right people were going to be working at the right level within each strategy.

Stage Four: Implementation and Measurement

The final stage of the process is to implement, monitor and measure the performance of each of the key account strategies. This will be based over an extended period and would require a monthly meeting and development workshop with Senior Management (and other applicable staff) to assess performance in line with pre-determined Key Performance Indicators.

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There are no frequently asked questions yet. If you have any more questions or need help, contact our customer service.