Workshops
In-Company Workshops
Virtual and live sessions tailored to your business needs.
Seeking to boost your key account program and elevate team performance?
I deliver full-day and two-day workshops with tailored content to address your situation and needs.
Who the workshops are designed for...
For Key Account Managers to develop business acumen skills for building customer credibility
For Sales leaders needing to launch or re-energize an existing KAM program
For Business Development executives looking to create momentum with 1-2 companies
What you will get out of the workshop
A proven approach for building customer-focused account plans and value propositions
An assessment of the current program with a report-out for discussion at the workshop
Best practices for how other companies handle internal obstacles to change
Group and individual discussion on gaps, goals, and needs to execute KAM
Deep dives on topics such as internal support, customer engagement, and value creation
Plans and actions to implement account strategies over the next 18-24 months
Sample program of a recent 2-day workshop
Day 1
Welcome and introduction
KAM as a business strategy to drive customer-centricity
Understanding the keys to success and mistakes to avoid
KAM as a multi-year journey with milestones
Exercise: Assess the organizational capabilities and individual competencies
The importance of educating C-level executives for support and sponsorship
Day 2
Joint customer planning as the starting point for success
Capturing voice-of-the customer to align priorities and joint efforts
Understanding value propositions and the value co-creation process
How to improve cross-team and functional alignment
Using technology to enable process
Measurement and metrics to monitor
Bringing it all together