KEY ACCOUNT MANAGEMENT - Mercuri South Africa

Achieving excellence in Key Account
Management is not easy but can
yield increased returns in excess
of 27%. Based on extensive global
research the Mercuri International
model and approach were formulated,
in conjunction with our Swiss Business
School partner, St Gallen University.
Delivery Method
To maximise efforts, delegates will study and review some course theory elements in advance. Facilitation during
the training is participative in nature. Evidentiary learning is enabled by the unique facility. It presents an opportunity for
participants to immediately reflect on their achievements and respond to their individual strengths as recorded during
role plays. A comprehensive framework for Key Account Management makes the training very practical.
Outcomes of this course
1. Systemic analysis for
selecting key accounts
2. Establishing your approach
to Key Accounts
3. Working with Key Accounts within
a structured framework, with a
number of tools
Course Content
• Background to Key
Account Management
• Defining and selecting
Key Accounts
• Understanding
and analysing
• Setting a vision, objectives
and an overall strategy for
the Key Account
• Drafting the Key
Account plan
• Preparation of a
personal Plan of Action
4. Actively measuring and managing
the strength of the relationships
5. Ensuring that key accounts become
partners and you build business
value together
6. Increased share of Key Account’s
business, ensuring penetration,
expansion and retention
Testimonials
“Making available and introducing the latest world class tools
to successfully manage my business processes”
“This provided direction on how to KAM. I am confident that this
will result in increased turnover and profit”
“The KAM tool is the best tool to work on as it consolidates everything”