Kwantlen Polytechnic University (KPU)
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Key Account Management Plan

MRKT 4160
Closed
Kwantlen Polytechnic University (KPU)
Kwantlen Polytechnic University (KPU)
Surrey, British Columbia, Canada
AS
Andreas Schwartz
Instructor - Marketing and Business Development
3
Timeline
  • July 16, 2020
    Experience start
  • July 7, 2020
    Midway Check In
  • August 7, 2020
    Presentation
  • August 15, 2020
    Experience end
General
  • Undergraduate; 4th year
  • 35 learners; teams of 5
  • 40 hours per learner
  • Dates set by experience
  • Learners self-assign
Preferred companies
  • 6 projects wanted
  • British Columbia, Canada
  • Academic experience
  • Non profit, Large enterprise, Small to medium enterprise, Family owned
  • Any industries
Categories
General Market research Product or service launch Sales strategy Marketing strategy
Skills
market opportunity competitive analysis sales & marketing business consulting business strategy
Project timeline
  • July 16, 2020
    Experience start
  • July 7, 2020
    Midway Check In
  • August 7, 2020
    Presentation
  • August 15, 2020
    Experience end
Overview
What is the main goal for this project?

Are you a mid-sized business looking to grow by strategically developing a key account strategy to target new business opportunities and grow into new segments.

This fourth-year class of business development students are pulling together all their learnings and developing a key account strategy for your business.

This can include strategic analysis, competitive review, key account influencers, gatekeepers and decision-makers.

Learner skills
Market opportunity, Competitive analysis, Sales & marketing, Business consulting, Business strategy
What tasks will learners need to complete to achieve the project goal?

Final deliverable include:

1) A comprehensive Key Account Plan for your business to grow into a new area/industry

2) Presentation of the material to the company

Project Examples

Students acting as consultants in groups of 4-5 will develop a key account plan for your business growth. We are looking for businesses that already have a Key Account Management Team and are looking for the development of a KAP to identify and grow new business.

Potential projects may include:

1) Competitive Analysis

2) Market opportunity

3) Key Account Management structure

4) Possible relationship building with influencers, gatekeepers and decision-makers.

To accomplish this work, students will:

  • Conduct an initial meeting with your organization/you to determine the scope of the project and your key areas of new business development
  • Work as a group to develop a detailed report for your organization.
  • Deliver the final report to your organization which will include the implementation plan
Additional company criteria

Companies must answer the following questions to submit a match request to this experience:

Must have a Key Account Management team in place with an estimated annual sales of $10 million

Provide a dedicated contact who is available to answer periodic emails or phone calls over the duration of the project to address students' questions.