Date: January 27 – 31, 2020
Key Account Management (KAM) Programme provides frameworks to understand buyer-seller relationships and managing Key Account Management (KAM) in business markets. It will show how to adopt a practical approach to planning, analysing and implementing a closer relationship with your strategic accounts. At the end of the programme, you will have the tools to create a strategic key account plan for a specific customer.
Program Objectives:
• Understanding and appreciate customer-centricity and its role in higher profitability
• Understanding buyer-seller relationships, networks, and alliances.
• Develop a clear understanding of the goals of KAM as a principle and how it can contribute to the overall strategy of the firm to face future challenges.
• Customer classification and value-based management of customers.
• To learn how to navigate the evolution of key/strategic account partnerships.
• Frameworks for effective management of key/strategic account partnerships.
• Creating and Capturing value for and from the key account relationships.
• Gain a deep understanding of the total process of key account management.
• Assessing Performance of Key Accounts.
Coverage:
• Developing Customer Centric Organizations
• Customer Relationship Management (Introduction to Best practices)
• Key Account Management – key principles
• Identifying key accounts
• Developing a deep understanding of the customer
• Developing customer‐focused value propositions
• Commercial strategies for Key Accounts
• Managing the internal and external teams for KAM
• Prioritizing, managing and growing key accounts
• Conflict Management and Negotiating for higher value
• The strategic role of the Key Account Manager
Venue: Management Development Centre (MDC), IIM C Campus
Participant Fees: Residential (R): ₹ 85,000/- Non-Residential (NR): ₹ 10,000/- less than the Residential fee Taxes and surcharges extra, as applicable
Contact Information:
CMDP Office
Management Development Centre (MDC)
Indian Institute of Management Calcutta, Diamond Harbour Road, Joka, Kolkata – 700 104
Phone: +91 33 7121 6000-01 (Extns: 6012/6005)
Email: program_mdp@iimcal.ac.in Weblink: https://www.iimcal.ac.in/mdp/mdp-calendar
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