helping busy key account managers get results

key account Management Mastery training

An effective and practical key account management training program that helps your team learn the skills and strategies to develop influential relationships, grow client revenue and reduce churn.

Clients are your most strategic assets. Don't lose them.

Key accounts are not just your biggest, but your best customers who’ll generate long term revenue growth and strategic partnerships.

You can't afford to lose them.

Customer retention is cheaper and more profitable to execute than acquisition. But account growth, renewals and advocacy are difficult for indirect suppliers when the procurement focus is simply spend management.

To avoid being commoditised, you must shift your clients’ focus away from cost control and toward collaboration.

Account managers are the "key" to unlock opportunities

Build Influential Relationships

Do you have influential relationships with your clients? The kind that remove roadblocks, get decisions made and secure trusted partner status?

Relationship mapping helps you identify decision makers and influencers to win, retain and grow your key accounts.

Grow Client Revenue

Are you hitting your quotas? Do your clients purchase your products and services … but from someone else? Are your clients more profitable – or less profitable – over time?

How to create, implement and monitor a strategic account plan that gets results. Templates included.

Reduce Customer Churn

70% of revenue comes from existing customers. Do you have the right have plans in place to keep them – not just this year, not just next year, but for years to come?

Capture planning helps gather all the information you need to acquire or retain customers … long before you actually need it.

Learn to work smarter, more easily and get better results.

The best way to transform your client relationships from supplier to partner.


Key Account Management Mastery Training leverages the power of the C.A.R.E Key Account Management System to elevate the quality of your client relationships and accelerate results.

Build a Network of Champions

The key account management training program is designed to help you identify influencers, budget holders and decision makers, find out what matters to them and start more interesting conversations that build engagement and influence.

Convert Growth Opportunities

Learn a discovery framework to reveal your clients priorities, budget and decision making process and then convert those into opportunities that create profitable and mutual value.

Loyalty and Advocacy

This key account management training program is designed to help you identify influencers, budget holders and decision makers, find out what matters to them and start more interesting conversations that build engagement.

Accelerate growth with the Key Account Mastery Training program today

Learn the tools and mindset to transform key account management into a reliable, compelling and productive growth engine

testimonials

What others say

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Warwick has provided invaluable and very powerful content which seriously reshaped my thinking about KAM. Thank you for having great impact on my life.

James Tarasiuk , National Business Development Manager
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The How to Get In Front of the C-Suite & Get Results course helped me to further develop the existing relationships I had with C-level clients and also engage with new ones for my other accounts. This led to me delivering better results for my customers, my own company and eventually gaining a promotion in the process.

Matthew Swan , Account Manager
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Warwick hosted workshops to shape and mould the account managers and provide quantitative and qualitative feedback and simple, actionable points that gave us that light bulb moment.

Laura Cuello , Director, Customer Success - Multinational & Global
The C.A.R.E. Key Account Management systems is an effective and practical training program that gives key account managers the tools and mindset that gets results.

Key Account Management Mastery Training Curriculum

The Key Account Management Mastery introduces and explains the C.A.R.E. Key Account Management System concepts and how to apply them. The training program follows three success paths (1) Relationships (2) Revenue (3) Retention.

What gets measured gets managed, so at the end of each success path is an additional lesson dedicated to monitoring performance and measuring results. Exercises and mini-projects enhance the learning experience. 

The key account management training program is designed to be modular and may be adapted to support your goals no matter where you are on your key account management journey.

00. Why Have a System?

Learn how to accelerate results by embedding a system that complements your current key account management approach .

01. The Web of Influence

Learn to identify and connect with decision makers, budget holders and influencers.

02. The Secret to Successful Research

Knowledge and advice are what make you a trusted advisor and create value. Learn how to conduct effective research into clients and competitors to reveal trends and identify opportunities.

03. Contact Planning for Engagement

Learn to create contact plans that nurture influential relationships and build trust, authority and credibility.

04. Relationship Mapping

You need a combination of executive sponsors, champions and power users to get results. Learn to create relationship maps that grow advocacy and expand your web of influence.

05. How Decisions Get Made

The B2B buying process is complicated. Suppliers have little opportunity to influence customer decisions. In fact according to Gartner, when considering a purchase, B2B buyers spend only 17% of that time meeting with suppliers. Learn the six elements of B2B buying and the journey to making decisions.

06. Impactful Key Account Planning

A key account plan is your compass. Your north star. It's the map that shows where your client is today, where they want to be tomorrow - and how you're going to get there. Learn a simple 5 step system to create account plans that identify opportunities, improve client relationships, grow revenue, create value and reduce risk.

07. Customized & Compelling Value Propositions

Use the Value Statement Formula to adapt and elevate how your value is communicated so that it resonates uniquely with different clients and stakeholders.

08. Quarterly Business Reviews to Inspire Action

Senior managers spend up to 23 hours a week in meetings. Learn how to prepare future focused Quarterly Business Reviews that get the attention of executive leaders and inspire them to take action.

09. Leverage Executive Expertise

Your executives have a powerful role to play in defining strategic focus, removing obstacles and building influential relationships. But there are only a few of them, but a lot of key account managers and even more clients. Learn the pillars of an effective executive sponsorship program to reduce defection risk, shorten the time to close opportunities.

10. Capture Planning for Bid Avoidance & Retention

Capture planning is the process through which you gather all the information you need to acquire or retain customers … long before you actually need it. Learn to create capture plans that reduce risk, fight churn and avoid competitive bid situations.

11. Become the Trusted Advisor

You need a combination of executive sponsors, champions and power users to get results. Learn to create relationship maps that help you focus on growing advocacy and expanding your web of influence.

12. KPI & SLA Management

How do you connect your value to your clients' business outcomes and get them to recognise the impact you have? The secret is to identify the value metrics on which to focus. Learn to define and monitor the outcome and performance metrics that matter to your client.

Discover how to crush client retention through capture planning.

Do you want happy loyal clients who truly believe you’re the best partner for their business? Would you like to avoid RFP’s and price wars? Worried that competitors might swoop in and steal your clients?

Grab this complete guide to capture planning and create a strategy to keep your clients for the long term.

Take the next step

Your key account management strategy has the power to unlock the true potential of your client partnerships. The journey to success starts with you and it starts today.

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