Programme on

Key Account Management Strategic Plan

Wednesday, September 21, 2011 - 9.30 a.m. to 5.00 p.m. Venue: Torrent-AMA Management Centre, Core-AMA Management House, AMA Complex, Dr. Vikram Sarabhai Marg, Vastrapur, Ahmedabad 380 015 OBJECTIVES: The objective of the program would be to help the participants understand the skills and tools to develop and implement detailed dynamic account strategies and plans for their key accounts. Using their own customers as case studies, participants establish how best practice principles can be applied to managing their own key accounts whilst adding immediate value into the organisation. This one day programme aims at creating strategic key account plan for a specific customer using the best practice. Increase your ability & confidence in managing strategic accounts Enhance your skills in interfacing more effectively with key customers Have a deeper understanding of your customer & better long term relationships Apply best practice planning techniques during the course to a key account Gain a deep understanding of the total process of key account management Learn to focus your time & attention appropriately in the development of key accounts

CONTENTS How to develop a deep understanding of the customer Analysing the customer, existing and past business Measuring & managing customer expectations Developing customer-focused strategies Understanding the role and value of key account management The KAM Model Segmentation and identification of key accounts Prioritise key accounts & measure their profitability Pricing strategy for key accounts Commercial strategies for key accounts Contact management and communication Conflict management and negotiation Transitioning from transactional to relationship selling The key account manager role The internal selling role of the key account manager Managing receivables from KA Identifying opportunities for developing business Developing strategies and a key account plan Presentation of account plans Understanding the DMU Networking for account penetration Managing virtual teams FACULTY: Mr. P.K. BalaKrishnan, Management Consultant & Business Coach based at Mumbai. He has rich & varied experience spanning over 27 years in Managing & Consulting with global giants like Accenture & GE in USA & India. FEE: Rs.1200/- per person (inclusive of Service Tax). (Towards programme fee, course material, lunch and refreshment.) Concession for Members 10%; Patron Members 20%. The cheque may please be drawn in the name of Ahmedabad Management Association. REGISTRATION: Please send your registration along with participation fee to: Ahmedabad Management Association AMA Complex, Dr. Vikram Sarabhai Marg, Vastrapur Ahmedabad 380 015. Phone: 079-32512847, 26308601 Fax: 079-26305692. E-mail: ama@amaindia.org Website: www.amaindia.org

Programme on

Key Account Management Strategic Plan

Wednesday, September 21, 2011 - 9.30 a.m. to 5.00 p.m. Venue: Torrent-AMA Management Centre, Core-AMA Management House, AMA Complex, Dr. Vikram Sarabhai Marg, Vastrapur, Ahmedabad 380 015 REGISTRATION FORM: Please fill-in and return this form along with participation fee to: Ahmedabad Management Association ATIRA Campus, Dr. Vikram Sarabhai Marg, Ahmedabad 380 015. Phone: 079-26308601-6, 32512847 Fax: 079 - 26305692 E-mail: ama@amaindia.org Website: www.amaindia.org Cheque should be drawn in favour of Ahmedabad Management Association. Name(s) 1. 2. Organization: Address: Pin Code: Telephone(s): Fax: E-mail: Mobile: Designation: