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Introduction to the course
This Advanced Key Account Management (Public Sales) training course is designed to equip professionals with the advanced skills required to manage and optimize Key Account Management (KAM) strategies specifically for Public Sector Sales in the GCC region. Public sales account management differs significantly from private sector sales due to longer sales cycles, strict procurement regulations, and government-driven decision-making processes. This training course provides proven frameworks, tools, and methodologies to help account managers strategically engage with government entities, enhance relationship management, and maximize long-term contracts.
Participants will gain an in-depth understanding of public sector dynamics, learning how to navigate government procurement processes, build stakeholder trust, and leverage insights to strengthen competitive positioning in the market.
This KC Academy training course will highlight:
- Understanding the complexities of public sector sales and procurement.
- Developing strategic relationships with government entities.
- Optimizing value propositions for long-term public contracts.
- Navigating legal and regulatory frameworks in the GCC region.
- Implementing performance-driven key account strategies.
Course details
At the end of this Advanced Key Account Management (Public Sales) training course, you will learn to:
- Analyze public procurement processes and frameworks.
- Develop tailored KAM strategies for public sector accounts.
- Enhance stakeholder engagement and relationship management.
- Apply financial analysis for pricing and contract evaluation.
- Implement advanced negotiation techniques for public tenders.
This Advanced Key Account Management (Public Sales) training course will employ a mix of interactive discussions, case studies, group exercises, and real-world role plays tailored for public sector sales environments. Participants will engage in live negotiation simulations, stakeholder mapping activities, and strategy-building workshops to reinforce their learning through practical application.
Organizations that send employees to this training course will benefit from:
- Enhanced ability to win and retain government contracts.
- Stronger public sector relationships leading to long-term revenue streams.
- Improved compliance with government regulations and procurement rules.
- More effective public sales negotiation and proposal strategies.
- Optimized resource allocation for high-value public sector accounts.
- Increased alignment with government policy and economic trends.
Participants will personally gain:
- Advanced knowledge of public sector sales management.
- Improved ability to navigate complex government procurement processes.
- Stronger negotiation skills for government contracts.
- Enhanced relationship-building techniques for public sector stakeholders.
- Practical experience through simulations and real-world scenarios.
- Recognition as a specialist in public sector Key Account Management.
This KC Academy Advanced Key Account Management (Public Sales) training course is suitable to a wide range of professionals but will greatly benefit:
- Senior Account Managers handling public sector clients.
- Sales Directors managing government procurement relationships.
- Public Sector Business Development Executives.
- Key Account Managers in regulated industries (Energy, Healthcare, Infrastructure, etc.).
- Government Relations and Tender Management Professionals.
Daily Agenda
Day One:
Understanding Public Sector Sales and Procurement
- Overview of government procurement frameworks in the GCC
- Key differences between public and private sector sales
- Understanding tendering processes and contract structures
- Mapping stakeholders in government entities
- Interactive Exercise: Government Stakeholder Mapping Workshop
Day Two:
Strategic Account Planning for Public Sales
- Building long-term government account strategies
- Aligning with public sector needs and policy objectives
- Developing competitive value propositions for tenders
- Financial modeling and pricing for government contracts
- Role Play: Creating a compelling public sector sales pitch
Day Three:
Relationship Management and Stakeholder Engagement
- Understanding decision-making in public institutions
- Building trust and credibility with government stakeholders
- Managing multiple stakeholders in complex public deals
- Overcoming challenges in government contract execution
Day Four:
Advanced Negotiation for Public Sector Contracts
- Negotiating with procurement officials and regulators
- Understanding compliance and legal constraints
- Handling objections and overcoming barriers to agreement
- Leveraging contract incentives and performance metrics
- Negotiation Simulation: Closing a high-value government contract
Day Five:
Performance Management and Future Growth
- Monitoring key account performance in the public sector
- Aligning key accounts with national economic goals
- Expanding into new public sector opportunities
- Developing action plans for sustainable growth
- Final Workshop: Crafting a winning public sector account strategy
Frequently Asked Questions
There are no prerequisites. Our courses are open to students of all backgrounds who are 18 years of age and older. All courses are conducted in English. Video lectures include English subtitles and the option to slow-down, pause, or replay lectures for better retention. Discussion boards are a critical component of each of our courses; therefore, we suggest students have a conversational knowledge of English when pursuing a Certificate of Completion. For any of the art writing courses, students need to be 100% proficient in written English.
You should have an up-to-date web browser such as: Chrome, Safari, Firefox, or Internet Explorer. For more detailed information, please see the guides for supported browsers and basic computer specifications. Our Online Courses can be accessed on a mobile or tablet device, although we strongly encourage you to have access to a desktop or laptop computer and reliable internet connection for certain course components. Former students have told us it is easiest to read discussion threads and complete written assignments on a laptop or desktop computer.
Registration is available on our website. Just follow these simple steps: Click the “Apply Now” button in the top right corner of your screen. Select “Online Courses.” Choose your course(s). You will be asked for basic contact information and your credit card payment. We require full payment at the time of registration and all tuition is billed in US dollars. Be sure to check with your bank or credit card company, as your financial institution may charge a foreign transaction fee.
Our classes are kept small, at no more than 30 students, to better facilitate and encourage personalized interaction with the instructor and fellow participants. Your classmates come from all over the globe and contribute their global perspectives and experience. Some are currently working within the arts while others are just beginning. All classmates share in their passion for the art world.
It is recommended that you begin your course promptly. If you do need to start the course a few days late, contact your instructor as soon as possible after the course has opened to discuss your options. Registration closes on the Friday after the course begins.
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Course customization available
Course customization available
This training course is available to be conducted at your own pace & at your own time. Request for a quotation now and our training advisor will contact you shortly
