{"id":9960,"date":"1970-01-01T00:00:00","date_gmt":"1970-01-01T00:00:00","guid":{"rendered":"https:\/\/www.bbs.unibo.it\/open-program\/key-account-management\/"},"modified":"2025-12-02T09:44:07","modified_gmt":"2025-12-02T08:44:07","slug":"key-account-management","status":"publish","type":"open-program","link":"https:\/\/www.bbs.unibo.it\/en\/open-program\/key-account-management\/","title":{"rendered":"Customers growth and Value creation with Key Clients"},"content":{"rendered":"<p>Markets are continuously and rapidly evolving while Customers are radically\u00a0<strong>changing their purchasing practices<\/strong>. With the objective to differentiate the offer and maintain<strong>\u00a0high loyalty standards<\/strong>\u00a0it is vital change commercial strategies for value creation with strategic accounts.<\/p>\n<p>The Key Account Management Course is designed for sales professionals who aim to become the best consultants for their Key Account. The Course provides <strong>skills<\/strong> and <strong>application tools<\/strong> to better manage <strong>strategic<\/strong> customers, to understand their needs more and therefore establish profitable long-term relationships.<\/p>\n<p>Investing into this type of training means improving the understanding of the value elements (driver) of key customers, their priorities, strategies and vision. The course is a <strong>practical guide<\/strong> to implement KAM projects through the creation of an<strong> ad hoc strategic plan <\/strong>for the chosen customer.<\/p>\n<p>The course allows to share <strong>SMART<\/strong> (Specific, Measurable, Attack, Relevant, Timebound) objectives and to put them directly into practice as measurable <strong>Key Process Indicators<\/strong>. During the course, participants will learn and practice <strong>techniques, processes and skills<\/strong> <strong>set<\/strong> that would enable them to successfully drive the<strong>\u00a0<\/strong><strong>profitable, sustainable and collaborative<\/strong><strong>\u00a0business<\/strong> with the Key Accounts.<\/p>\n<p>The Course put the focus on KA (Customer Centricity) which allows participants to better understand customers base and needs and therefore to offer concrete plans to create value. Among them:<\/p>\n<ul>\n<li>Opportunities to create development plans on KA&#8217;s real cases<\/li>\n<li>Opportunities to understand the KA\u2019s needs in line with the changes in the target markets\u2019 needs<\/li>\n<li>Opportunities to create value for KA, cement relationships and accelerate profitable and mutual growth<\/li>\n<li>Opportunities to understand how to align resources and skills within one&#8217;s organization and KA\u2019s<\/li>\n<li>Opportunities to acquire the ability to use practical tools and processes to improve one&#8217;s relationship with the KA and ensure a durable and profitable relationship<\/li>\n<li>Opportunities to develop and put a strategic plan into practice for a KA of your own choice<\/li>\n<\/ul>\n<p>&nbsp;<\/p>\n<p class=\"xmsonormal\">Faculty members are offering more than 60 years of experience in managing organizations and top customers in multiple market segments B2B and B2C.<\/p>\n<p>&nbsp;<\/p>\n<p><strong>Accreditation<\/strong><\/p>\n<p><img decoding=\"async\" src=\"https:\/\/www.bbs.unibo.it\/wp-content\/uploads\/2021\/10\/equis.png\" alt=\"EQUIS\" \/><\/p>\n<p>Bologna Business School is\u00a0<strong>EQUIS \u2013 EFMD Quality Improvement System<\/strong>\u00a0accredited, one of the most important international quality assessment and continuous improvement systems for Schools of Management and Business Administration.<\/p>\n<div class=\"youtube-responsive-container bg-secondary\"><iframe data-cookieconsent=\"marketing\"  title=\"Open Programs\" width=\"500\" height=\"281\" data-src=\"https:\/\/www.youtube.com\/embed\/iNdLW7gdYPc?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen><\/iframe><\/div>\n<div class=\"cookieconsent-optout-marketing cookiebot-embed-placeholder bg-white\"><a href=\"javascript:Cookiebot.renew()\">We set up our site so that YouTube does not send cookies to you unless you play the video.<\/a><\/div>\n","protected":false},"excerpt":{"rendered":"<p>Markets are continuously and rapidly evolving while Customers are radically\u00a0changing their purchasing practices. With the objective to differentiate the offer and maintain\u00a0high loyalty standards\u00a0it is vital change commercial strategies for value creation with strategic accounts. The Key Account Management Course is designed for sales professionals who aim to become the best consultants for their Key [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":0,"menu_order":0,"template":"","class_list":["post-9960","open-program","type-open-program","status-publish","hentry"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v25.5 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>KAM - Strategic Customer Management | BBS Italy<\/title>\n<meta name=\"description\" content=\"Key Account Manager (KAM): learn skills and tools to manage strategic customers. 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