Home Events - PM Forum Half-day online workshop Towards KAM and ABM – Helping fee-earners with client relationship management

Towards KAM and ABM – Helping fee-earners with client relationship management

Topics covered

Understand: Context, aims and strategy
• Why KAM? The business case
• Risks and barriers to KAM
• Integrating KAM into strategies and sectors
• Marketing/BD role in KAM
• Aims and alignment

Exercise: Goal setting

Plan: Process, data and systems
• KAM processes (simple to complex)
• Selecting KAM clients
• Analysis and research
• DMU, relationship mapping and buyer profiles

Exercise: KAM process & key account selection

Implement: Skills and motivation
• Promotion and engagement activities
• Relationship skills competencies
• Listening programmes
• Key client meetings
• Measurement

Exercise: Training and motivation

Case studies Summary and close

To facilitate interaction, workshops are restricted to 18 attendees – maximum of four from the same firm.


First attendee £240 +VAT
Second attendee £230 + VAT
All subsequent attendees £220 + VAT


Due to the restricted number of places, refundable cancellations are only accepted up to one month prior to the event (a cancellation fee of £25 + VAT will be incurred per person). Substitutions can be made at any time. PMI reserves the right to cancel with no liability beyond refund of fees paid.


This training course is open solely to member firms of the PM Forum, a worldwide group of over 3,000 marketers in professional services firms.

The event is finished.


Apr 18 2024


09:30 - 13:00

Local Time

  • Timezone: America/New_York
  • Date: Apr 18 2024
  • Time: 04:30 - 08:00





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