top of page
  • Service Excellence and Handling Complaint
    Service Excellence and Handling Complaint
    This dynamic, interactive, and engaging one-day workshop has been designed to equip individuals with the necessary competence and “mindset” to consistently meet and, at every possible opportunity, exceed their customers’ expectations.
  • Crane Inspector Certification
    Crane Inspector Certification
    Multiple Dates
    Mon, May 13
    Pengoperasian Crane memiliki dampak dan risiko besar pada segmen pekerjaan dimanapun lokasinya. Maka inspeksi terhadap Crane perlu dilakukan secara intensif bahkan setiap saat sebelum pesawat angkat ini dioperasikan.
  • WP&B, FQR, POD, PIS, AFE and AFE Closed out
    WP&B, FQR, POD, PIS, AFE and AFE Closed out
    This course is designed to give participants (concentrated on the secretaries and administrative personnel), an understanding and better picture of how the AFE, WP&B, POD, and FQR which are prepared and compiled in the OIL & GAS companies to be submitted to SKKMIGAS.
  • Basic Petroleum Economic and Risk Analysis for Supporting Personels
    Basic Petroleum Economic and Risk Analysis for Supporting Personels
    This introduction to petroleum economics is an engaging and highly motivating course that allows participants to grasp the fundamentals of how an upstream organization works in financial terms and what is needed to become a successful enterprise.
  • Managing Warehouse in the Future
    Managing Warehouse in the Future
    Multiple Dates
    Mon, May 13
    This training course will examine how the effects of the Coronavirus will force us to manage, and think, differently about warehousing.
  • BNSP Certified Human Resource Practitioner (CHRP)
    BNSP Certified Human Resource Practitioner (CHRP)
    This training exists as a provider of competency certification for HR practitioners. Competency certification is intended to be used as the competency certification scheme of the National Professional Certification Agency (BNSP) and refers to the applicable SKKNI in the field of HRM.
  • Time Management
    Time Management
    Multiple Dates
    Mon, May 13
    You can be successful at your job without working 60-hour weeks or going home every night feeling exhausted and frustrated. The key to being successful without sacrificing your sanity is by managing your time effectively.
  • Smart Leadership: Achieving Strategy through Leadership and Innovation
    Smart Leadership: Achieving Strategy through Leadership and Innovation
    This course will expose delegates to the concept that innovation and outstanding leadership go hand in hand. Delegates will learn that new ideas can inspire new products, services, and systems that can provide a distinct competitive advantage over competitors, and smart leadership brings those ideas
  • Effective Leadership Skills for Managers
    Effective Leadership Skills for Managers
  • Process Safety Management (PSM)
    Process Safety Management (PSM)
    Multiple Dates
    Tue, May 14
    This training provides an in-depth study of each PSM element.
  • Position & Workload Analysis
    Position & Workload Analysis
    Multiple Dates
    Tue, May 14
    Workload Analysis is a tool to translate business strategies to determine the level of productivity and improve the cost efficiency of an organization or company. Through this course, the participants will learn about calculating the optimum number of HR needs.
  • Pelatihan Masa Persiapan Pensiun (Retirement Readiness Training)
    Pelatihan Masa Persiapan Pensiun (Retirement Readiness Training)
    This training will be aimed at helping companies to change the existing retirement paradigm.
  • Agile with Scrum Project Management
    Agile with Scrum Project Management
    Multiple Dates
    Tue, May 14
    This interactive and experiential workshop teaches you how to envision the project goal and develop a path toward delivering it. You will learn how to start with a roadmap, elaborate that into a product backlog, and break the work down into small observable slices at appropriate times.
  • Microsoft Office Excel 2016 Advanced
    Microsoft Office Excel 2016 Advanced
    Multiple Dates
    Tue, May 14
    This course is meant for those desiring to gain advanced skill sets necessary for calculating data using functions and formulas, sorting & filtering data, using PivotTables, Slicers & PivotCharts for analyzing data, auditing and analyzing worksheet data, import and export data, protecting data, etc.
  • Microsoft Office Excel 2016 Basic
    Microsoft Office Excel 2016 Basic
    Multiple Dates
    Tue, May 14
    In this workshop participants are taught to perform: opening and closing applications, navigating basic file structures, and managing files and folders in Microsoft Excel 2016. This course is intended for anyone who wishes to gain a foundational understanding of Microsoft Office Excel 2016.
  • The Senior Secretary Development Programme
    The Senior Secretary Development Programme
    The Senior Secretary holds a key position of influence and a powerful partnership with the senior management team. Success in this role has a direct effect on the success of executive operations.
  • Coaching and Mentoring Skills for Managers and Supervisors
    Coaching and Mentoring Skills for Managers and Supervisors
    Every employee can reach higher levels of performance, including your average and best performers. What they need is a manager who can coach: someone who can routinely observe, assess, and interact in ways that develop and maximize their individual effectiveness.
  • Process Mapping for Improvement
    Process Mapping for Improvement
    Multiple Dates
    Wed, May 15
    By the end of this course, through several highly engaging workshops, participants will be able to provide process documentation and illustrations (process maps).

Our Upcoming Trainings

Strategic Key Account Management
Strategic Key Account Management

Tue, Feb 20

|

Indonesia

Strategic Key Account Management

This program is tailored to help you identify hidden opportunities for improving the health of the account.

Registration is closed
See other events

Time & Location

3 more dates

Feb 20, 2024, 8:00 AM – Feb 21, 2024, 5:00 PM

Indonesia

About The Training

OVERVIEW

Designed for the experienced account professional in the commercial, consumer, or not-for-profit professional, this program is tailored to help you identify hidden opportunities for improving the health of the account. With a systematic and thoughtful approach, you will learn how to intentionally develop and nurture your account, be it a relationship of revenue goal or both.

For the experienced account leader, this program will provide practical ideas to analyze and engage with your account so that there is momentum to identify new opportunities together.

OBJECTIVE

By the end of this training, participants will be able to:

  • Implement the total process of key account management
  • Focus resources, time, and attention effectively in the development of key accounts
  • Demonstrate ability and confidence in managing key accounts
  • Communicate more effectively with key customers
  • Develop long-term mutually beneficial relationships

TARGET PARTICIPANTS

This course is recommended for all those responsible for managing face-to-face relationships with customers that have a significant impact on achieving the organization’s business objectives. Even a small performance improvement will justify attending the training many times over.

COURSE CONTENT

1. Introduction to Key Account Management

  • Definition of the Roles and Responsibilities of Key Account Managers
  • Competency Requirements for Key Account Managers and Taking Stock
  • Comparing Selling and Key Account Management
  • Key Account Management requires Organisational change, It is not just a sales technique
  • Workshop: What defines a Key Account?
  • Penetrating, Expanding, and Protecting Key Accounts
  • Working with Marketing, Channel Management, Operations, Logistics, etc.,

2. Understanding Your Customers

  • Understanding Buyer Motivation and How You Can Influence It
  • Assessing Client Organisational Culture and It’s Fit with Your Organisation
  • Understanding Your Client’s Key Business Objectives, and Aligning
  • The Use of A Client SWOT Analysis
  • Developing a Competitor Matrix
  • Who’s Who - Determining Buying Roles and Networking
  • How Buying Has Changed and Adapting Accordingly
  • Understanding and Reducing the Customer’s Perception of Risk

3. Best Practices and the Key Account Manager

  • Motivational Theory and Maintaining Great Client Relationships
  • Consultative Selling and Adding Real Value to the Client
  • Developing the Client’s Staff as Your Internal Salespeople
  • Managing Complex Accounts with Multiple Decision-makers
  • How to Build and Lead Virtual and Real Teams to Success
  • Setting the Right Metrics - Not Just Sales Volume
  • Maintain Team Focus Ensuring Account Objectives and Key Tasks are Achieved
  • Utilizing Modern Technology and e-Business

4. Developing a Strategic Key Account Plan

  • Designing a Modern-Day Account Development Strategy
  • Joint Innovation and Building Value, to also Develop Collaborative Business-to-Business Relationships
  • Creating Customer Dependency
  • Create and Manage a Contact Matrix
  • Getting High-level Buy-in and Support
  • Ensuring All Team Members are Aware of their Roles and Responsibilities
  • Stopping Your Competitors Dead in Their Tracks
  • Long Term Focus on Increasing Quality, Revenues, and Reducing Costs

5. Consolidation and Development

  • Investment is Required to Yield Maximum Returns
  • Activity: Opportunities to Use Technology and e-Business
  • Appointing High-Level Key Account Management Champions in Your Organisation
  • Win-Win Negotiation - The Only Way
  • Activity: Building and Leading a Virtual Team
  • Personal Development Plans

TEACHING AND LEARNING PROCESS

  • Interactive workshops.
  • Practical on-the-job application.
  • Reflections  Online resources and activities

Practice & Simulation of Strategic Key Account Management

Post Test; Lesson Learned and Evaluation

Commitment and Action Plan

Share this Training

bottom of page