Value Driven Partnership for Mutual Success

Most industrial companies has only few customers that account for major part of their total sales. As a consequence, firms dedicate their main resources to their core portfolio made up by customers which represent high stakes: key accounts. For quantitative reasons, which can be current or potential, these customers are of strategic importance , thus, desirable for the company. This program covers key account management strategies and effective customer relationship management practices, equips participants' with the skills to build strong, lasting relationships with corporate clients and maximizes business profitability based on value-driven framework.

After completion of this program, participants will be better able to:

• Understand key account management in the business to business field
• Initiate Value-driven framework to the business
• Formulate strategic objectives and plan for key account partnership
• Understand conceptual foundation of Customer Relationship