Key Account Management ( KAM)

Autusbridge Consulting Limited

Price: N70,000 N52,500

Course Specifications

Mode of study : Offline

Location : 10,Wilmer street off town planning way, Ilupeju Lagos.

Duration : 2 Day(s)

Date : May 24 - May 25   2019

Course Description

This course will expose participants to the importance of Key Accounts to organizations. Company customers are usually view from the window of cost and value to the organization. There is usually a cost involved in the acquisition and maintenance of customers, so also are customers categorized based on their value to the organization. 

Key Accounts are usually considered as strategic partners to businesses, and they must be seen as very important growth drivers for businesses.

It is therefore important that Sales Team must learn the required skills and attitudes required for managing identified Key Account.


This training is designed for key account managers and sales managers, cross functional personnel who seek to understand modern customer management practices to improve cross functional support and develop personal careers in key account management. 


Facilitator-led classroom learning. Syndicated group discussions. Case study analyses would be used to explore live scenarios of the subject topic. Role playing and class-based activities/exercises will complement the pragmatic learning approach. 


At the end of the training, participants will be able to;
  • How to evaluate the fundamental attributes of a key account.
  • Assign a tangible value to any account.
  • Define clear roles and responsibilities of key account managers.
  • Evaluate a client business environmental analysis.
  • Assess client organisational culture and it’s fit with your organisation.
  • Research client’s financial performance and future business objectives. Create a client SWOT analysis. 
  • Develop a Competitor Matrix. 
  • Pareto analysis of accounts. 


Duration: 2 days 

Fees: ₦25,500 (VAT inclusive) Cost covers tuition, Certificate, training materials, tea/snacks and Lunch. 

Training Venue: 10,Wilmer street off town planning way, Ilupeju Lagos.

Time: 9a.m – 5p.m daily 

N.B: NO REFUND (Terms and Conditions Apply)

Career Outcomes

At the end of this course, workshop participants will understand how to:
  • Recognise which customers are key accounts.
  • Understand the scope of the key account management role.
  • Recognise the stages of a key account relationship.
  • Develop a strategic key account plan.
  • Identify the potential in your customers.
  • Use professional business analysis tools.
  • Develop internal teams to meet the needs of key accounts.
  • Identify and develop DMUs.
  • Utilise internal resources in a virtual team environment.
  • Understand the impact of key account management on internal communication and customer records.
  • Develop a strategic plan for a customer - and get feedback.

Course Outline

  • Definition and concept of Key Account Management .
  • Identifying, Profiling and mapping of Key Account .
  • Key Account  Development and support, Strategic Key Account Management techniques.
  • Roles and Responsibilities of Key Account  Managers.
  • Key Account Relationship Manager.
  • Managing competition in Key Account  environments.
  • Key Account  finance and Credit Management.
  • Growth and Profitability Planning.
  • Managing Stakeholder Expectation in Key Account environment.
  • Total Quality Management.
  • Optimizing Key Account Value.

How To Enroll

Fill in your details on the enquiry form, proceed to pay online by clicking on the orange button "Pay with your ATM card" If you wish to make an online transfer or cash deposit to the bank, please send a mail to [email protected] requesting for account details.

Price: N70,000 N52,500

Receive a free course outline

For enquiries call 08139859990, 08086660967 or send an email to [email protected]

You can also request a call and a consultant would reach out to you

Request a Call

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