17-18 September, Prague

Managing The Relationship


By attending this program delegates will get a full set of analytical tools that help them to fully understand both the nature of their customers business and the way they make decisions. Delegates will work on live customer issues throughout this workshop, developing live plans.

1 = specialists
2 = managers
3 = senior managers
4 = directors
5 = c-level executives
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Key Supplier Status

Delegates will understand how to structure and use the collected information to their favor so they will be able to prepare true value propositions for their customers, negotiate with higher confidence, get in front of the real decision makers or if not possible then be able to influence them, engage and motivate colleagues to support them when needed, write proper KA Plans and as a result of all secure customer relationships and achive Key Supplier Status.

Performance Map

This key account management training program gives you the unique opportunity to self-assess your current KAM capability, and to receive personalised feedback on where your priorities for improvement should lie. Using our Performance Map© tool, you will complete a self assessment questionnaire before attending the workshop, and receive by return a personalised ‘Map’ showing your strengths, weaknesses, and critical focus areas.


  • 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

An unrivalled knowledge of the subject..

that has established him as one of the world’s leading authorities in KAM and GAM, backed by the writing of the two best selling books on the topic: Key Account Management (6th edition), and Global Account Management (2nd edition).

His experience took him to assignments in Europe, North America, Africa and Asia Pacific, working s in a wide range of industries and markets, including healthcare, pharmaceuticals, FMCG, retail, packaging, speciality chemicals, financial services and telecommunications. He has a practical approach based on a proven toolkit, with the main focus being on the practical application of collaborative customer strategies designed to achieve key supplier status, as well the development of well aligned and directed cross-functional customer teams. He recognises the typical obstacles encountered by those on the KAM journey, and has the ability to motivate those people engaged in ‘making KAM happen’.

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