Why empower natural qualities and develop potential talents of account teams?

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The result must be: excellence in every phase of the Customer Buying Cycle. Members of the account team have different natural qualities and potential talents in the various phases of the CBC. Members of the account team and their managers can become more aware of these qualities and potential talents.
Empowering these individual natural qualities and developing potential talents in the specific phases of the CBC, creates powerful and strong cooperative account teams and Account Management Excellence for profitable long term business revenue.

Acceptance of vulnerable qualities and potential is key for the further empowerment of individual natural qualities and the development of potential talent for all members of the account team.

KtotK has developed the Customer Buying Cycle functionality (Keycan CBC) with Keyscan inside.

  • Keyminds & Me-Scan have developed the Keyscan. The CBC functionality has been added exclusively for KtotK. With this functionality we are able to focus in our training & coaching on the empowerment of natural quality and developable talent in specific phase of the Customer Buying Cycle.
  • This enables account teams to cooperate on strength of the individuals and the team.
  • Managers will be able to focus coaching on the empowerment of natural quality and developable talent

How do we train & coach on Account Management Excellence and Keyscan CBC?

To learn more about Account Based Engagement & Keyscan CBC,  please contact:

Jan Jansen +31653290938/email: jan.jansen@ktotk.nl,
Peter Weertman +31642810147/ email:  peter.weertman@ktotk.nl
Hans Kriens +31651531667/email: hans.kriens@ktotk.nl

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Hans Kriens joins KtotK Team

Hans Kriens joins out team as new trainer/coach. Hans is very experienced in the coaching of professionals that operate in the world of complex purchasing cycles.

Together, Hans and Jan have signed the cooperation agreement, whereby Hans will join the KtotK team as a trainer/coach.

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Account-Based Engagement for Key Account Success requires team performance of Marketing & Account Management

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Account Based-Engagement conveys the integration between marketing & account management to defend & grow future business with Key accounts. It integrates Account-Based Marketing and Account Management Excellence (ABM & AME).

It requires a well thought out account strategy and close cooperation between account management & marketing.

Why is this Marketing & Key Account Management team performance for the implementation of an Account Based Engagement program so important?

  • Marketing & Account Management in many companies need to upgrade their cooperation for the implementation of the challenging Account Based Engagement program.
  • Strategic marketing and marketing communication perform on company level but with Account Based Engagement now also must perform on Key Account level.
  • The implementation of Account Based Engagement requires the adaption of new marketing and account management technologies.
  •  The major shift to sustainable solutions requires the right innovations and capabilities. This is equally important as the engagement with all stakeholders, including C-level of the Key Accounts.
  • Competition is growing on your key accounts and it is empowering itself with all new innovations and capabilities.
  • Focussing on communication of the right message with the right stakeholders on the right frequency, becomes a key success factor.
  • Controlling, by account management, on all phases of the complex Customer Buying Cycles becomes more critical than ever before.

What is the KtotK approach for this development?

The basis of our concept is the understanding of Customer Buying Cycles (CBC) of the company’s key accounts. Accounts which represent a substantial part of revenue and probably > 70% of net profit.

These Key accounts deserve an integrated “one tot one” Account Based Marketing and Account Management Excellence approach, empowered with valuable capabilities and innovations.

Conclusion:

Marketing and Account Management will face a substantial change in doing business with their Key Accounts. The road to a successful implementation requires a step-by-step approach. We have defined a 7-step program. These steps are illustrated in the following figure:

To learn more about the KtotK Account-Based Engagement program and the content of the 7 steps, please contact:

Jan Jansen +31653290938 or send an e-mail with questions to jan.jansen@ktotk.nl

 

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Account-Based Engagement

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How to use Account-Based Engagement (ABE) for your Key Account success

Account Based-Engagement conveys the integration between marketing & sales to grow future business with Platinum- or Key accounts. It integrates Account-Based Marketing and Account Management Excellence.

It requires a well-thought-out strategy and close cooperation between account management, marketing and other disciplines like service in your company. KtotK introduces its valuable and powerful Account-Based Engagement concept.

Why is ABE so important for your future business with your Key Accounts?

  • Growing or defending the Share of Wallet with your Key Accounts is not self-evident.
  • The major shift to sustainable solutions requires the right innovations and capabilities.
  • Equally important focused engagement with the stakeholders of the Key Accounts.
  • Competitors are changing fast, and growing using all new innovations and capabilities.
  • Focus on communication of the right message to the right stakeholders becomes a key factor of success.
  • Control by account management on all phases of the complex Customer Buying Cycles becomes more critical than ever before.

What is the KtotK approach for this development?

The basis of the concept is the understanding of Customer Buying Cycles (CBC) of the company’s key or platinum accounts. Accounts which represent a substantial part of revenue and probably even more of net profit. These Key accounts deserve an integrated one-to-one marketing and account management approach.

RFQ stands for Request for Quotation, being the document representing the needs of all departments and its stakeholders with the key account. This very often is the moment for suppliers to start the “Sales activities”. Conclusion: too late. Suppliers must be present in all phases of the CBC, but certainly in “The concretize needs” phase.

The CBC is a cycle, which never ends. A cycle with distinctive phases requiring specific marketing and sales performance by the supplier. This is the reason why Marketing and Sales in a Key Accounts Program are invited to work seamlessly together on Account Based Marketing and Account Management Excellence.

The program’s objective is to foster practices, aligned with the account teams and marketing specialists, that can raise the level of the entire team’s performance and its individual members, and position Suppliers for accelerated growth in these tough key accounts, with long and complex buying cycles, and multi-level Decision Making Units.

KtotK’s Account-Based Engagement Program

This signature KtotK program is designed around the Customer Buying Circle and considers every stage of the decision-making process.

Each stage requires a specific focus, which we will concentrate on across the program.

Conclusion:

Marketing and Account Management will face a substantial changes in doing their business with their Key Accounts. Close cooperation between the two disciplines will prove, that growing a profitable business in his changing arena with the key accounts is challenging – but possible.

The road to a successful implementation requires a step-by-step approach. The steps we have defined in our program are shown below.

To learn more about the KtotK Account-Based Engagement program and the content of the 7 steps, please contact Jan Jansen +31 6 532 909 38 or send an e-mail to jan.jansen@ktotk.nl

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KtotK is looking for entrepreneurial trainer /coaches

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KtotK is looking for ambitious candidates to give shape and substance to their own company based on the KtotK Account Management Excellence Training Program.

We, Peter Weertman and Jan Jansen have built a successful KtotK company over the past 20 years. We are now entering a new phase, where there will be room for people who can and want to pull their own cart and who have the capacity to structurally increase the commercial strength of companies through training and coaching.

KtotK has developed the right concepts for this, if you have the right qualities, energy, independence and ambition, please contact us to become an independent trainer/coach after having had a career as a sales manager in the capital goods market . For information see our website KtotK.nl or contact me on tel. +31 653290938

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KtotK and Keyminds join forces

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KtotK and Keyminds have decided to integrate the KtotK Account Management Excellence and Keyminds’ Keyscan. They have agreed to join forces and work together to market their co-creation. For information on Keyminds go to keyminds.nl

With its product Keyscan, Keyminds is a specialist in development assessment, discovering the hidden capabilities and full potential of account managers during the specific phases of the Customer Buying Cycle.

KtotK has developed the Hybrid Account Management Excellence Training Program. This program was designed with the Customer Buying Cycle in mind, with special focus on the customers’ decision making process at all stages. In its Account Management Excellence Training Program, KtotK addresses this potential and challenges the Account Managers – and the Accountteam – to develop their full potential.

There are 4 phases in the Customer Buying Cycle (CBC). KtotK covers these phases with 5 KtotK Excellence Training Interventions:

  1. Concretise the Needs by “Value Awareness”
  2. The Selection Proces by “Become#1”
  3. The Purchase by “Partner”
  4. The Implementation of the Solution by “Relation Excellence, and
  5. Becoming a “Trusted Partner”.

Every phase of the Customer Buying Cycle requires specific competences by both the Account Manager and the Account Team.


Both Keyminds and KtotK are looking forward to cooperate in this joint effort allowing synergy to strengthen their proposition.

On the picture from left to right Willemijn Jüttner, Willem Jüttner (both Keyminds) and Jan Jansen (KtotK)

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Jan Jansen neemt afscheid van directie Omix

Na een periode van 5 jaar als lid van de Raad van Advies, neemt Jan Jansen afscheid als adviseur van de directie van Omix. Waar Omix in 2018 nog met ongeveer 40 medewerkers aan de organisatie van het onderwijs werkte, zijn dat er inmiddels bijna 130 geworden – en we groeien nog steeds door. Omix bedankt Jan voor zijn inzichten, adviezen en zijn betrokkenheid van de afgelopen jaren.

Het moment is gekomen om het stokje over te dragen aan een adviesorgaan die de toekomstige Omix organisatie met andere uitdagingen gaat ondersteunen. We zullen Jan niet geheel uitzwaaien, voor specifieke projecten blijft hij nog betrokken bij Omix.

Wij kijken met zijn allen terug op een bijzondere en succesvolle samenwerking!

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KtotK supports Rondal to develop a future-proof commercial strategy

In 2022, the management team of Rondal decided to develop and start implementing a new and robust strategy for its commercial activities. And chose KtotK to assist in the process. Rondal is part of Royal Huisman Group and has evolved into a carbon fibre specialist –  building parts and components for many award-winning super-yacht builders around the globe.

jan-janssen-rondel

Jan Jansen proudly wearing the Rondal sailing outfit on his trip around Sardinië and Corsica.

About KtotK

KtotK (Kontakt to Kontrakt) supports companies working in the B2B environment that are confronted with complex buying cycles, and helps them achieve excellent account management teams, using a state-of-the-art hybrid training & coaching program KtotK VATP (Virtual Account Management Program)

During and after the pandemic, this program has proven to empower account teams around the globe in a sustainable manner, without the need for traveling and accommodation costs

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KPMG Completed KtoK ‘Virtual Account Management Training’

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KtotK and KPMG have successfully completed a project with a KPMG team of management consultants.

KtotK-VATP-laureates

From left to right: Peter Weertman trainer coach KtotK, Gijsbert Sigmond Manager digital proces management, Dirk Kiers Senior manager & community lead bij KPMG Nederland, Lars van Zomeren senior manager digital transformation and sourcing strategy, Anouk Suijkerbuijk Senior manager procurement advisory, Michiel van Oijen Manager digital process excellence, Hylke Stelpstra Manager finance & business services, Victor van den Berg Senior Manager at KPMG Advisory finance & business services, Jan Jansen trainer coach KtotK, Simon Plasmeijer Manager digital sourcing finance & business services.

Over the past 7 months, we have successfully worked with KMPG’s team on the basis of our new KtotK Virtual Account Management Training Programme to increase commercial effectiveness.

In this concept we train and coach the teams – after a face-to-face intake –  with short monthly virtual interventions on individual Must Win Deals. Theory and practice go hand in hand.

Friday December 16th we completed this training and coaching with the awarding of the certificates. A milestone we celebrated. As developers of this training concept, we have learned from this format and worked out how this format can work even more effectively in the near future.

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Seasons greetings

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