Key Account Management
Managing The Relationship

Trainer: Peter Cheverton


Peter’s experience which spans over 30 year took him to assignments in Europe, North America, Africa and Asia Pacific, working with a wide range of markets, helping companies such as Nestle, Abbott, Merck, Henkel, Carlsberg, SUN Chemicals, INEOS Styrolution, Nokia, Novartis, Danone, Volvo, Bristol Myers Squibb, DMV, Amgen, AstraZeneca, Dow Chemicals, Huntsman, I.C.I., Friesland Foods, ABB, AkzoNobel and many others, to achieve Key Supplier status.

In this session we will explore the customer’s decision making process and how you can positively influence that, using plenty of analytical and influencing tools. We will also look in to how to involve, engage and get support from your own colleagues and managers, in order to establish/set up an effectively working cross functional KA team (so called a diamond team).

  • 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
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Key Account Management
Securing The Return

Trainer: Peter Cheverton


Peter’s experience which spans over 30 year took him to assignments in Europe, North America, Africa and Asia Pacific, working with a wide range of markets, helping companies such as Nestle, Abbott, Merck, Henkel, Carlsberg, SUN Chemicals, INEOS Styrolution, Nokia, Novartis, Danone, Volvo, Bristol Myers Squibb, DMV, Amgen, AstraZeneca, Dow Chemicals, Huntsman, I.C.I., Friesland Foods, ABB, AkzoNobel and many others, to achieve Key Supplier status.

The session will help you to understand how to identify true key accounts and how to make the right classification of customers in order to know where the huge investment of time and other resources are more likely to return. We will go through multiple relationship models to establish which one works best for the different classes of customers. Result? Establish a profitable Key supplier Status

  • Develop a robust process for Customer Classification and the identification of true Key Accounts
  • Develop a Customer Distinction strategy to match your resources effectively to the market opportunities
  • Be able to develop and deliver true, customer focused, value propositions
  • Develop the skills of joint planning – working with the customer
  • Develop the format for practical KA Plans
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Key Account Management
Understanding The Modern Buyer

Trainer: Peter Cheverton


Peter’s experience which spans over 30 year took him to assignments in Europe, North America, Africa and Asia Pacific, working with a wide range of markets, helping companies such as Nestle, Abbott, Merck, Henkel, Carlsberg, SUN Chemicals, INEOS Styrolution, Nokia, Novartis, Danone, Volvo, Bristol Myers Squibb, DMV, Amgen, AstraZeneca, Dow Chemicals, Huntsman, I.C.I., Friesland Foods, ABB, AkzoNobel and many others, to achieve Key Supplier status.

The buyers’ mentality and customers buying strategy has changed during the past decade. The limited knowledge within the sales function (and from management in general in most companies) of the buyer’s processes, their insights, analysis and tactics destroys enormous value in the sales process. This workshop is designed to give you insight into the world of the modern professional buyer, and how you can turn their new ambitions and approach to your own favour as a supplier.

  • Understand the challenges presented to supplier by the modern professional buyer
  • Understand their ambitions and strategies designed to manage their suppliers (key suppliers or otherwise)
  • Develop the appropriate responses to these strategies, as they are relevant to a Key Account Management approach
  • Be able to prepare and conduct effective negotiations with those buyers, designed to remove the focus on price
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The Creative Negotiator
Advanced Strategies for Experienced Negotiators

Trainer: Mike Roberts


Mike is one of the UK's leading international Negotiating Coaches and Consultants with a wealth of high level experience. He has worked with CEOs, Directors, senior and middle management teams across many and varied businesses and government sectors. He has trained and coached well over 7,000 senior staff over the years. His experience has taken him on assignments to The Far and Middle East, throughout Europe and to Bermuda and North America.

This special power coaching event is designed exclusively for experienced negotiators who want to take their skill levels to higher levels. This is not a “teaching” event, but an intense workshop for participants to experiment, share and test strategies, tactics, techniques or just practise with other professional negotiators.

  • Identify the needs within your organisation to monitor online conversations
  • Understand how different teams in an organisation can use active listening and monitoring
  • Select the right monitoring technology to meet your objectives and support your business
  • Utilise social data beyond reputation management and customer service to spot opportunities and drive innovation
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Top Negotiators' Gathering
Take Your Negotiation Skills to the Master Level

Trainer: Mike Roberts


Mike is one of the UK's leading international Negotiating Coaches and Consultants with a wealth of high level experience. He has worked with CEOs, Directors, senior and middle management teams across many and varied businesses and government sectors. He has trained and coached well over 7,000 senior staff over the years. His experience has taken him on assignments to The Far and Middle East, throughout Europe and to Bermuda and North America.

The main objective of this follow up session to the 'Creative Negotiator' training module is to consolidate what was learnt in the first course, but after it has been tested when participants went back to their “real world” and tried out a new approach to negotiating

  • Learning a greater range of tactics and strategies and when to use them
  • Choosing and applying the right tactics in the right way
  • Improved management control over negotiations, teams & subordinates to produce better deal
  • Benefiting from cross-cultural insights and experience
  • Building a top down negotiating culture for your business
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