Business Growth through Customer Retention / Key Acc. Mgmt.

Business Growth through Customer Retention / Key Acc. Mgmt.
About the Session In today’s globally competitive environment, organizations are required to be extremely careful not only in developing a base of loyal customers but also in retaining the same for life time. Winning and retaining customers’ faith and loyalty is a very hard task. However, it is very crucial for organization’s success. It is the larger order or long term contract that can smooth out cash inflow and create significant profit potential. Multiple relationship management, networking and strategic planning are all crucial skills to maximize and maintain the potential of key customers/accounts. This session will focus on how to grow your business by building strategic relationships with your key customers and why it is important. It will give you practical insights into planning, implementation and monitoring of this important initiative for profitable growth. You would also learn about the challenges and how to overcome them, the overall benefits and finally about Critical Success Factors that will help differentiate your company from competition.

Topic to be covered

  • Introduction
  • Why customer retention?
  • Defining & Identifying Key Accounts
  • Why (KAM) key account management?
  • Strategies for KAM
  • Implementing KAM
  • Challenges in implementing KAM
  • Critical Success Factors
  • Benefits of KAM
  • Conclusion



Mr. Prakash Raje is the founder of ACTINS, a Management Consulting firm. He is an astute professional with 27+ years of experience in B2B Sales & Marketing in Outsourcing/Off-shoring, Capital Equipment & Industrial Products across International & Domestic Markets. He has been consulting with small & mid-sized companies in the Manufacturing, IT and BPO sectors since 2012. His core areas of expertise include Strategic & Tactical Planning, Marketing Communication, Market Research and Partnerships & Alliances. He is a Six Sigma Black Belt with additional certifications from Google Analytics & Hoot Suite. He is also a visiting faculty at VIM and has conducted sessions on “Employability Enhancement”, “Business Policy & Strategic Management”, “Business Communication”, “Case Studies” and “Brand Building” for MBA students.


For Whom

Business Owners, CEOs, Business Unit Heads, Sales & Marketing Team



For MCCIA Members: Rs. 2000 + Rs. 360 GST @ 18% (Total 2360/-)

For Non-members: Rs. 2500 + Rs. 450 GST @ 18% (Total 2950/-)



Please register online through or send your nominations by email to Ms. Varsha Mahajan, email :,  tel : 020-25709223, Mr. Lalit Waykole, Email :, Tel : 020-25709196.  

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5/25/2018 10:00 AM - 5/25/2018 5:30 PM
Shekhar natu training hall no. 3
505, A wing, 5th floor
MCCIA trade tower, ICC complex
MCCIA, S B Road, Pune 411016 India

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