Schedules Introduction Objectives Training Methodology Organisational Impact Personal Impact Who Should Attend? Outline

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Course Schedule

Classroom Sessions:

Date	Venue	Fees
28 Apr - 02 May 2025	Paris - France	$5,950
04 - 08 Aug 2025	Barcelona - Spain	$5,950
13 - 17 Oct 2025	Dubai - UAE	$5,950
15 - 19 Dec 2025	Paris - France	$5,950
09 - 13 Feb 2026	Barcelona - Spain	$5,950

Course Description

INTRODUCTION

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 GLOMACS 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.

Objectives

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.

Training Methodology

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.

Organisational Impact

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.

Personal Impact

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.

WHO SHOULD ATTEND?

This GLOMACS 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.

Course Outline

DAY 1

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 2

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 3

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 4

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 5

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

Certificates

On successful completion of this training course, GLOMACS Certificate will be awarded to the delegates
Continuing Professional Education credits (CPE) : In accordance with the standards of the National Registry of CPE Sponsor, one CPE credit is granted per 50 minutes of attendance

Providers and Associations

Endorsed Education Provider

GLOMACS is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be submitted to the National Registry of CPE Sponsors through its website: www.NASBARegistry.org

In Association With

KC Academy

Our collaboration with KC Academy aims to provide the best training services and benefits for our valued clients

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Frequently Asked Question:

How can I find out more information about a specific course?

For detailed information about specific courses, including course content, schedules, and instructors, you can visit our website or contact our customer service team. They will be happy to provide all the information you need to make an informed decision.

Can I get a discount for group bookings?

Yes, GLOMACS offers special discounts for group bookings. If you’re planning to enroll multiple participants from your organization, please reach out to our team to discuss the available discount packages.

How are GLOMACS courses structured?

Our courses are structured to provide a balanced mix of theory and practical application. They typically include presentations, case studies, group discussions, hands-on activities, and interactive Q&A sessions to maximize learning outcomes.

Will I receive a certificate upon completing a GLOMACS course?

Yes, upon successful completion of any of our training courses, GLOMACS Certificate will be awarded to the delegates. This certificate is a valuable addition to your professional portfolio and is recognized across various industries.

Does GLOMACS offer customized training for organizations?

Yes, GLOMACS provides customized training solutions tailored to meet the specific needs of organizations. We work closely with companies to design bespoke training courses that address their unique challenges and objectives.

How can I register for a GLOMACS course?

You can register for a GLOMACS training course by visiting our website, selecting the course of your choice, and following the simple registration process. You can also contact our support team for assistance with the registration process.

Who are the trainers at GLOMACS?

Our trainers are industry experts with years of practical experience in their respective fields. They bring real-world knowledge and insights into the classroom, ensuring that our participants receive top-tier, applicable skills and expertise.

Are GLOMACS training courses available online or in person?

GLOMACS offers both online and in-person training options. You can choose from interactive virtual sessions or attend one of our globally located in-person training courses. The flexibility ensures that learning fits your schedule and preferences.

What types of training courses does GLOMACS offer?

GLOMACS offers a wide range of professional development training courses across various industries, including Leadership & Management, Finance & Accounting, Human Resources, Engineering, Oil & Gas, Operations and Logistics, Engineering and Technical and more. Our training courses are designed to enhance career growth and organizational effectiveness.

What are the key benefits of attending a GLOMACS course?

Attending a GLOMACS training course offers numerous benefits, including enhanced professional skills, increased employability, industry-recognized certification, networking opportunities with peers and experts, and the chance to apply practical knowledge directly to your workplace.

Why should I choose GLOMACS?

GLOMACS is a globally recognized leader in professional training and development, with a reputation for delivering high-quality, results-driven training courses. We offer a broad spectrum of training courses taught by expert trainers, flexible delivery options (both online and in-person), and accredited certifications that add real value to your career.

An Interactive 5-Day Training Course

Advanced Key Account Management (Public Sales)

Optimizing Public Sector Account Strategies for the GCC Market