Detailed Programme

The programme 'Key Account Management' consists of 3 modules:

Module 1: Building blocks of Key Account Management

  • Key Account Management Framework Fundamentals, the drivers of key account effectiveness
  • Analysing customer portfolio management
  • Stakeholder mapping
  • Creating winning value propositions

Module 2: Designing a strategic account plan

  • Designing a strategic account plan with your customer
  • Determining solutions important for the account
  • Understanding your, and your customer’s, balance sheet

Module 3: Co-creating with customers

  • Negotiating with your key suppliers and customers
  • How to create more value for yourself with your customer
  • Identifying right customers for co-creation process
  • Multi-stakeholder mapping in the co-creation process

The Vlerick Difference

We have a unique approach to learning, which focuses on bringing theory to life, giving you the skills and insight you need to really make a difference. Spend time on our beautiful campuses, and you become part of one of the most active business communities in Europe, learning in a way that will help you to be a more effective and productive business leader throughout your career. Learning at Vlerick really is an experience far away from traditional classroom learning. You’ll work collaboratively with your faculty and fellow participants to bring your ideas to life in a robust and practical way.

Digital − the new normal in business − will also strengthen your learning process. Our online platform ‘Showpad’ and the use of a tablet grant you access to all of the learning materials anywhere, anytime, and enable you to go beyond note-taking: take pictures of the flipchart during a brainstorming exercise, record a video of a role play, participate in a quick poll, create a Wikipage together … and share them on the spot with your group.

Find out more

We facilitate your journey. You make the difference.

Drive real change in your organisation

A learning experience with real impact on your operations? A management programme tailored to the specific needs of your business? Contact us and discover how we can design and deliver customised programmes for your team that add genuine value to your organisation.

Need help?

Contact our Programme Advisor
Programme Advisor
Tel + 32 9 210 98 84
programmeadvisor@vlerick.com
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Meet Us

Info Sessions & Open Days
05 Oct
Experience Vlerick Evening Brussels
Category: General Info Sessions

16 Nov
Drop In on our Leuven Campus
Category: General Info Sessions

07 Dec
Drop In on our Brussels Campus
Category: General Info Sessions

Customer Value Proposition

Prof Deva Rangarajan, Programme Director of "Key Account Management" explains what a customer value proposition is and what the different building blocks of a succesful VP are.

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