» Key Account Management: Programme Focus

1. The Emergence of Key Accounts
   1. Recognising market factors that impact the relationship between customers and suppliers
   2. Implementing regional, national and global key account management
   3. Using purchasing practices to affect the buyer-seller interface
   
   
2. Building the Key Account Portfolio
   1. Identifying and assessing opportunities at key accounts
   2. Developing the situation analysis
   3. Assessing the competition
   4. Creating a meaningful value proposition
   5. Structuring the key account sales team
   
   
3. Developing the Key Account Management Execution Plan
   1. Managing the tactics and implementation metrics
   2. Overcoming the barriers to successful key account management
   3. Creating a corporate culture focused on key account management
   4. Take-away tools and recommendations for implementation