Account Management Training Courses

Who these account management courses are for

• Key account managers and sales teams who sell to businesses (B2B) and to government (B2G).
• Pre-sales and bid teams who write tender proposals and negotiate contracts.
• Project teams who need to deliver a won project on time and on the contract terms.

Each course is a working session with tools, role-plays and assessed work.

How the courses fit together

Start with the account. Then win the tender, negotiate the deal and deliver the project.

• Key Account Management: the account. Finding opportunities as a trusted advisor, identifying the decision makers, sales pipeline control, and the account plan with an account-based marketing (ABM) campaign.
• Tender Bids Management: the tender. The purchasing process of organizations, RFx tender types and specifications, the evaluation process, and tender documents, obligations and payment terms.
• Sales Negotiation: the negotiation. The foundations of negotiation, negotiation strategy, customer responses and objections, and getting the sale.
• Managing Project Bids, Execution and Delivery: the project after the win. Project bidding and agenda setting, expectations and payment terms, project execution and control, and acceptance and handover.

Related courses: see the Sales and Projects & Operations topics.

How each course runs

• Each participant brings a real case from work: a customer, a product, a team or a proposal.
• The trainer shows one tool at a time. Then each participant uses the tool on that case.
• The trainer gives feedback on the work during the class.
• At the end, the trainer assesses the work against a rubric. You can see what each person can now do.

Participants leave with work that they can use on the next working day.

What your team brings back to work

• Tools that each participant used in class on a real account, tender or project.
• An assessed piece of work for each participant.
• The Kognifi Certificate of Competency for participants who pass 80% of the assessment.

Three ways to run a course

• Public class: at the Kognifi Training Center in Petaling Jaya. See the dates and the fee above.
• In-house: for your team only, at your office in any state, or online with MS Teams or Zoom. Get a quote.
• Private coaching: one-to-one, for a manager or a key team member.