Key Accounts Program (KAP)

Utilities 101 - Utilities Demystified: Essential Knowledge for Key Account

1 Day: To serve commercial and industrial customers effectively, utility account executives must first have a solid grasp of how the utility industry works. Without this foundation, it’s difficult to build trust, anticipate customer needs, or provide meaningful solutions. This workshop equips account executives with the baseline knowledge of the utility industry they need to succeed. Participants will explore the three core pillars that drive utility operations, gaining practical insights they can immediately apply to strengthen relationships and deliver greater value to their largest accounts.

Build the Foundation - Your 90-Day Blueprint: Designing a Winning Key Accounts Program in 90 Days

1 Day: A successful key accounts program begins with a strong foundation—and the first 90 days are critical. This course provides a three-step blueprint to help account executives design a customer-focused program that meets the needs of commercial and industrial customers while strengthening the utility’s reputation and value. Participants will learn how to establish the essential building blocks that position their program for long-term success and measurable impact.

Launch the Program - From Plan to Action: Launching (or Re-Launching) in 90 Days

1 Day: The first 90 days are pivotal when launching—or relaunching—a key accounts program. This course provides a clear roadmap for moving from planning to execution, ensuring the program starts strong and gains early momentum. Participants will learn how to effectively prepare customers for the launch, engage them with confidence during rollout, and implement the critical follow-up process that sets the tone for long-term success.

Program Maintenance - The Key90 Advantage: Operating System for Program Mastery

1 Day: Sustaining a high-performing key accounts program can be difficult for utility professionals who juggle competing responsibilities. This course introduces the Key90 Operating System, a simple yet powerful framework that enables account executives to manage their programs in focused 90-day cycles. Designed for even the busiest professionals, the system provides a clean, repeatable process that ensures consistent program mastery, elevated customer service, and balance across all duties.