Client Support Programmes

For
High calibre Account Managers Customers with at least $350k of growth potential over two years

Aim
Achieve defined growth goals for sales & margin over two years

Format
10 days/year face to face with online monthly coaching and tools

Main Content
Core KAM concepts KAM thinking process Think like the customer Customer engagement Strategic growth planning Value identification Negotiation Leadership with authority

For
Cross-discipline & Account Managers Strategically important customers

Aim
Achieve long term competitive differentiation and strategic partnering

Format
Flexible but typically 2 three-day sessions plus team coaching over 12 months

Main Content
Current value analysis Value chain analysis Competitive mapping Value development – Design Thinking & team working Prototype implementation Customer co-creation Measurement / management

For
All Account Managers Any key account

Aim
Introduce & develop the core KA concepts Achieve one development goal per quarter

Format
One –day face to face session with monthly coaching using online support tools

Main Content
Flexible for the team Introduction to KA Core KAM concepts KAM thinking process Basic customer understanding Stakeholder mapping Goal planning

For
Board/C-Suite/Senior managers across the business

Aim
Introduce the core concepts Gain agreement to the implications, measures & action

Format
½ – 1 day with individual coaching/follow up as require

Main Content
Core KAM concepts Measurement, results and expectation Idea of value Value co-creation concept Implications of KAM Demand for leadership & active senior engagement

For
Any manager or team

Aim
Facilitate thinking and the implementation of the ideas and plans

Format
Face to face or online sessions from 30-90 minutes

Main Content
Any topic but generally tied directly to:
developing plans implementing plans Individual development & support