Note:

This event has been cancelled. For questions or to find out about future training opportunities, please contact Taryn Johnson at 360-816-1446 or taryn@nwppa.org.

Who Should Attend:

Utility professionals tasked with developing, leading, contributing, and/or maintaining a key accounts or business support program; also utility and community leaders interested in starting or upgrading a key accounts or business community support program.

Related Events:

Key Accounts Workshop Session 1: How to Build and Launch a Program, July 24-25, 2019

Key Accounts Workshop Session 2: Tools and Methodology to Create a Customer Action Plan, August 14-15, 2019

Course Overview:

This is a two-part session leading to a Credential in Key Accounts from NWPPA. By registering for both sessions, you will receive a discount off of the total registration fee.

Communities thrive on business and commerce. The common thread in strong communities is the relationships forged with local businesses and the partnerships that help them thrive. One key partnership is the locally owned and operated utility. Public power is the secret sauce that adds tremendous value to a business community, which is why a solid and principled driven key accounts program is critical to ensure long term success. In this multi-day workshop, we explore the imperatives of a successful program, discuss how to launch a successful program, and discuss your specific issues and obstacles and how to overcome them.

After completing this workshop you will learn:

• How to define success and pick the right level of service for your community
• The biggest mistake most key account reps make that ultimately sabotages their programs
• The most important action a key account rep should take right now
• Review the four phases of program development
• Discuss how to properly launch a program in your community
• Discover the latest tools and methods available to the key accounts representative
• Learn the specifics of an effective Customer Action Plan (CAP) and how to start the process

The full workshop is completed in two parts:

Key Accounts Workshop Session 1: How to Build and Launch a Program

• Building the Foundation – How to develop and maintain key account support teams, gain buy in, and start the process of building or retooling a current program.
• Launching the Program – Finalizing the development phase and properly launching the program to the utility, the leadership, and the business community.

Key Accounts Workshop Session 2: Tools and Methodology to Create a Customer Action Plan

• Key Accounts Tools and Methodologies – Explore the latest tools, services, and methodologies available to the key accounts representative and how to the leverage the right tools for success.
• The Customer Action Plan (CAP) – Discuss the critical importance of the CAP and begin the process of completing a CAP with a real-world customer.

Course Instructor:

Erick Rheam, Vice President - Business Development, Automated Energy

Course Schedule:

Registration will begin at 8 a.m. on the first day, and the class will run from 8:30 a.m. to 4:30 p.m. on both days, for both sessions. Lunch, as well as morning and afternoon breaks, will be provided.

Course Location & Hotel Information:

Course locations vary. Please see the individual courses for specific location and hotel information.

Course Fees:

Cancellation Policy:

Cancellations are accepted, with full refund, if request is made at least 30 days prior to the course. Within 30 days, fees are as follows: 15-29 days, $100; 1-14 days or "no show," 100 percent of registration fee. When possible, please send a substitute instead of canceling. NWPPA does not charge a fee for substitutions.

Continuing Hours:

This course qualifies for 24 continuing hours. Certificates are issued upon full completion of the course.