- Understand the purpose, benefits, requirements and implications of AM/KAM
- Assess your current KAM status and identify the most important development needs
- Be able to manage the customer relationship towards planned goals
- Be able to identify and influence the customer’s decision making process
- Be able to plan and implement a cross-functional contact strategy
- Develop responses and plans designed to achieve Key Supplier Status
DEFINITIONS, PURPOSE, BENEFITS AND IMPLICATIONS OF KAM
- Chains – The customer’s place in the market chain, and where and how our products and services
provide solutions, so understanding our true value
- Snails – The nature of the customer’s decision making process and where we can make a
positive impact on that process
PLANNING AND APPLICATION WORKSHOP
- Draw out the full opportunity chain surrounding the target customers
- Identify the nature, and members of the customer’s decision making snail
THE RELATIONSHIP DEVELOPMENT MODEL
- Moving from hunter to farmer mode
- Moving from bow to diamond teams
- Team and individual GROW’s (Goals, Roles, Obligations, Work Plans)
PLANNING AND APPLICATION WORKSHOP
- Identify the ideal diamond team
- Draw up the appropriate ‘Team GROW’s’
- What implications does establishing a true diamond team have on the structure, organization, and
long term selling models, reporting lines, levels of authority, communication and etc?
ENTRY STRATEGIES SELLING TO THE ORGANIZATION
- DMU analysis
- The Contact Matrix
- GROWs (Goals, Roles, Obligations, Work Plans)
PLANNING AND APPLICATION WORKSHOP
- Draw up the Contact Matrix for one of your own key accounts
- Draw up the GROWs for each team member
KEY SUPPLIER STATUS THE PURCHASING REVOLUTION
- Supply chain management, Centralized purchasing organization
- Supplier evaluation, supplier positioning, and supplier rationalization
- The pursuit of measured value received
PLANNING AND APPLICATION WORKSHOP
- Identify the key issues in your own key accounts
- Identify measurable, relevant, and rewardable value based propositions
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