Powering Strong Communities
Virtual Course

Advanced Key Accounts Certificate Program: Cohort Group

Take your key accounts program to the next level. Work through on-demand curriculum, attend two live webinars to workshop key concepts, and receive tips, tools, and templates you can apply immediately.

Virtual Cohort Course: April 15 - May 17, 2024

REGISTER FOR THE ADVANCED KEY ACCOUNTS COHORT GROUP

 

Fast-track your way to certification by joining a cohort group that will work through the new on-demand Advanced Key Accounts Certificate Program curriculum together over a five-week timeframe (April 15 – May 17). Added benefits include: two live webinars (May 2 and 9) to reinforce and workshop concepts, provide peer networking opportunities and new tips and tools to apply immediately. 

What's involved?

  • Complete 21 online modules in five weeks
  • Attend two live, instructor-led webinars: Take a deeper dive into key concepts, participate in skill-building exercises, receive additional tips and tools to help apply what you’ve learned, ask questions, share experiences, and develop a learning community with your peers (May 2 and 9: each 2-3:30 p.m. ET).
  • To graduate from the program: pass the online exam and submit an updated program plan.

What’s the benefit of attending the virtual cohort offering?

  • Real-time interaction with the instructor and networking time with industry peers
  • Create a learning community to share questions, experiences, and best practices
  • Motivation and support to complete the program quickly and earn your certification faster

What technology platforms will I need to access?

  • The 21 on-demand curriculum modules are provided on the Teachable platform (no downloads necessary)
  • The two, live webinars will be held on the Zoom Meeting platform
  • Access information and next steps will be provided after you register

What course materials will I receive?

All materials are available virtually for you to access, print and download including:

  1. You will receive access to the Teachable web-based platform on April 15, where you can access the 21 video course modules and accompanying instructor presentations
  2. Course workbook and digital APPA Advanced Key Accounts Field Manual
    • A complimentary hard copy AKACP Bundle (printed publication, workbook and exam) is available to certificate registrants at check out
  3. Recordings and handouts from the two, live webinars
  4. Bonus materials

Program Overview

Ready to take your key accounts program to the next level? The Advanced Key Accounts Certificate Program provides established utility professionals next-level learning and tools to support the evolution of the key accounts journey. Learn how to apply advanced strategies and techniques to elevate your key accounts efforts and develop a roadmap for the future.

Assess the state of your key accounts program, identify areas for improvement, clarify and address pain points, walk away with action items to strengthen your program. Review best practices to enhance your key account services, provide focused customer support, refresh your business plan, and learn new team-building techniques. Get fresh ideas on how to connect with colleagues and key stakeholders. Receive practical tips, tools, and templates to apply immediately.

Join the program to learn from real-world examples, practice skills, and network with public power peers from across the nation. Attendees also receive a copy of APPA’s Advanced Key Accounts Field Manual: A Guide for Next Level Service. 

Program Modules

  • Chapter 1: Assess the Health of the Key Accounts Program
    • Review Key Accounts Best Practices
    • Strengthen the Primary Leader Relationship
    • Focus on Primary Teammates
    • How to Use the Key Accounts Program Health Assessment
    • Sharpen the Saw
    • The Power of You
    • The Power of Relationships
    • Customizing Your Program
    • Managing a Key Accounts Staff
  • Chapter 2: Master the Abbreviated Customer Action Plan
    • Customer Action Plan (CAP) vs. Abbreviate Customer Action Plan (ACAP) and Why it Matters
    • Master Goal Setting
    • The Action Plan Review Process
  • Chapter 3: Advanced Program Management Techniques
    • The Hybrid Management Model
    • The HQ Site Visits
    • Leverage Industry Specific Conferences
    • Job Shadow Other Utilities
    • Establish a Remote Office
    • The Power of the Follow-Up
    • The Customer Relationship Management System
  • Chapter 4: Upgrade the Key Accounts Program Plan
    • Business Plan vs. Program Plan
    • Steps to Build a Program Plan
  • Bonus Section
    • How to Load a Key Accounts Project Pipeline into a CRM
    • Leverage the Significance Assessment for Career Success
    • How to Apply the Pomodoro Technique for Proper Time Management
    • How to Identify KPIs to Enhance Key Accounts Program Performance

Recommended for

Public power key accounts personnel looking to take an existing key accounts program to the next level, build their personal and professional skills, and provide enhanced offerings and support to their key accounts. Other utility staff involved in key accounts, or those looking for professional development credentials, will also benefit.

This is a logical follow-on for those who have participated in APPA’s Key Accounts Certificate Program.

Program Level: Intermediate/Advanced

This advanced program is designed for seasoned key accounts professionals who have completed APPA’s Key Accounts Certificate Program or have significant professional experience running or supporting an existing key accounts program.

Program Requirements

To earn this certificate, participants must complete the following requirements within one year:

  1. Complete the required curriculum
    Consists of 21 video modules (you’re encouraged to complete this within a 5-week, though can go at your own pace too).
  2. Pass an online exam
    Testing is built into the online platform and is progressive, occurring at the end of each chapter. A passing score of 75% is required within each section.
  3. Submit an updated Key Accounts Program Business Plan
    Apply the advanced training you learned by developing a Key Accounts Program Business Plan.  Follow the guidelines taught in the workshop training and as referenced on pages 21 - 24 and 115 in APPA’s Advanced Key Accounts Field Manual.

Course Materials

  • 21 video course modules and accompanying instructor presentations
  • Course workbook, bonus materials, and videos
  • APPA’s Advanced Key Accounts Field Manual
  • Recordings and handouts from the two, live webinars 
  • Access to online content for one year

Timeline

Attendees must complete the program requirements within one year of the start of the cohort group (or from their sign-up date, if outside of the cohort dates).

 About the Instructor

Erick RheamErick Rheam, President, Team Rheam Productions, Inc.

Erick is an accomplished speaker, educator, consultant, and author on key accounts and human dynamics. He authored the APPA’s Advanced Key Accounts Field Manual: A Guide for Next Level Service and co-authored APPA's Key Accounts Field Manual: A Guide for Public Power Professionals.  

He has been worked for and with public power utilities for 20 years, prior to forming his own company in 2020. He worked as a key accounts manager and customer relations division manager for public power utilities in Indiana and Colorado, managing industrial pretreatment, key accounts, mid-market, conservation, and marketing programs. Then he moved into an executive consulting role at Automated Energy, where he provided key accounts consulting services and education for public power utilities across the country. 

Erick has been actively involved with the American Public Power Association since he entered the utility industry, serving in various leadership positions on the Association’s key accounts committee. He is a recognized expert in the field of utility key accounts—teaching courses, regularly speaking at industry events and providing customized consulting to utilities across the United States. 

Erick is a graduate of the United States Military Academy and served five years in the United States Army as a Military Police Officer and Special Investigator.

Registration

Register for the Advanced Key Accounts Cohort Group

Registration Fees

$2,800 for members
$5,600 for nonmembers

Not a member? Join today and save on your conference registration. Call Member Services at 202-467-2926 to learn more.

Group Discount

We offer discounted group pricing if you have five or more attendees. Contact

[email protected] for details.

Registration Help

Check out our Registration FAQs for answers to the most common questions and help with all your registration-related issues.

Cancellation Policy

Cancellations must be made in writing to [email protected]. Refunds will not be provided after attendees have logged into the course.

Questions?

Contact [email protected]

Additional Information

Format and Log-In Information

  • The 21 on-demand course curriculum modules are accessed on the Teachable platform (web based; no downloads required).
    • You’ll receive log in credentials and access information on April 12.
  • The two, live webinars will be hosted on the Zoom meeting platform.
    • You’ll receive log in credential the day before the first webinar from the APPA Academy ([email protected]). Please reach out to 

[email protected] if you do not receive that email.

New to Zoom?

If you haven't participated in a Zoom meeting before, please download the Zoom web client from the Zoom Download Center. This will enable you to access all of the Zoom tools and functionality vs. using the web version. For the course, you will need an Internet connection and sound (we recommend using your computer’s audio and microphone, though a phone number will also be provided). Then, visit Zoom.us/test to ensure you are able to join a meeting. 

If you are not able to download the Zoom web client, you can still participate via your Internet browser. We recommend using Chrome for the best results. If you use your Internet browser, your functionality may be more limited (for example, you will only be able to see one video feed at a time), and you will need to create a Zoom account. (Account creation is a free and straightforward process, but you will want to do this in advance so you do not miss any part of the meeting).

Privacy and Security

The American Public Power Association takes your privacy and security very seriously. For this reason, we have put the following security measures in place for the webinars:

  • A random Meeting ID
  • Password-protected
  • Enabled waiting room to screen meeting participants
  • Restricted screen sharing to hosts only

Code of Conduct

Participants agree to abide by the APPA Code of Conduct. If participants engage in unacceptable behavior as outlined in the code, the Association may take any action it deems appropriate, including but not limited to, expulsion from the current and future meetings, with no warning or refund.

Questions?

Contact us at [email protected].