A program for successful Key Account Managers – give your company the means to achieve its ambitions!
As part of our Key Account Management Club in France, Halifax Consulting is a partner of SAMA (Strategic Account Management Association).
A changing era
In a competitive and uncertain world, your company is looking to optimize all means to achieve its business objectives. The status quo is no longer an option. A successful Key Account program is a prerequisite in B2B to super-perform in organic sales growth.
A Key Account Program is sometimes more of a slogan or an organizational incantation than a reality. Yet the best Key Account Programs demonstrate the opposite. Our consultants are not theorists or juniors, but practitioners who have held positions of commercial responsibility in these areas and help you with execution consulting.
Many of our clients are seriously questioning the fit between their key account teams and the challenges that await them. The best potentials of the company capable of holding KAM positions: how to identify them and how to customize their skills development?
Our clients’ results from Key Account Management training are no accident. Halifax offers a practical approach to differentiate yourself in your markets.
Our KAM to SAM program supports you in this change by giving you all the keys to go from being a very good “Account Manager” to a “Strategic Account Manager”.
On average, key account programs generate growth that is at least double the average growth of the company.
Mature key account programs generate on average at least 21% more margin than standard programs.
73% of companies with a key account program report a significant increase in customer satisfaction. And a satisfied customer is your best indicator of growth.
Halifax Consulting developed an international center of expertise on Key Account Programs, both in terms of segmentation, management processes, management tools and sales and leadership skills.
Establishing, identifying and developing strong trusting relationships with your key customers and partners is a difficult exercise but has two positive consequences: your strategic customers feel that they are treated with respect and engage in new business conversations. Your key account managers or KAMs are no longer perceived as “mere” salespeople, internally or externally. Instead, they are seen as strategic partners in their customers’ performance, as “business advisors”, which also generates new business opportunities.
Don’t just think in terms of the volume of business generated by a customer. Identify the ‘high potential’ of customers who are not yet mature. The KAM program allows you to develop a privileged and lasting relationship with these customers.
It has been proven that acquiring new customers is much more expensive than retaining existing ones. Increasing customer retention by 5% can increase profits by 25-95%. Yet only 18% of companies have a customer retention strategy and process. With a Key Account Program, you can change that today, especially with the most important ones!
With a KAM program, you develop or strengthen your relationships with these opinion leaders. You actively contribute to their performance. The value created for these leaders, visible to the market, gives you the necessary legitimacy to access all the players in this market.
A Key Account Program helps you convince your customers of the difference your innovations make. Selling innovation makes selling more complex, because of the necessary dimension of accompanying your customers’ organization through change.
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