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International Key Account Management - managing international customers effectively

Globalization, internationalization and consolidation of customer groups are trends which companies are more and more often faced with. This can lead to conflicts between the needs of international customers and the local dynamics in the different markets. During the ISAM courses the subject International Key Account Management was frequently mentioned. Because of the many requests ISAM has initiated a Masterclass with the topic:  International Key Account Management – managing international customers effectively. This Masterclass is organized together with a very experienced expert in the field of International Key Account management.

International expansion is the road to profitable growth for many companies. Though often companies are also forced to expand internationally because of the intensification of international competition and the saturation of the local market. For companies to be able to serve international customers optimally and to protect increases in profit, it is important to design and implement an effective International Key Account Management system.

During the ISAM Masterclass the four dimensions of International Key Account Management will be discussed. These four dimensions include:

• making a strategic account business plan;
• directing and managing the execution of the plan;
• building and maintaining international relations and networks; and
• identifying and ensuring the right internal tools, sources and people to be able to realize the plans for the customer.

All dimensions will be explained in detail during the Masterclass and each dimension is illustrated by practical examples and tools. The Masterclass has a very interactive character and, therefore, the attendants are expected to have an active attitude.

The ISAM Masterclass will be provided by Bart Logghe, Senior Director IKAM Competence Centre at Philips. He has over 18 years of experience in Sales and International Key Account Management. Besides, a very experienced International Key Account Manager of Shell Oil Company will provide a part of the Masterclass programme. This Masterclass is scheduled on Tuesday the 22nd of June. It will start at 1:00 p.m. and last until 8:30 p.m. (dinner included). The investment per participant amounts € 695 (excl. VAT) and includes lecture materials, literature and diner.

For more information, please send an e-mail to: info@isam.nl