Program Overview
Discover how to support and grow businesses in your community to enhance your reputation and revenue. Your commercial and industrial key accounts need special attention—the Key Accounts Certificate Program is designed to show you how to nurture strategic relationships and build trust and loyalty. Whether you plan to start a utility key accounts program or want to take your current program to the next level, this curriculum provides the skills, knowledge, and tools for success. Learn from real-world examples and receive tools and templates to apply on the job.
- To learn more about the curriculum content, download a recent Key Accounts Certificate Program brochure [PDF]—from the 2020 in-person training. Note: The Electric Utility Industry Overview curriculum is not required and therefore not included in the online offering.
Recommended for
Public power key account managers and representatives. Other utility staff involved in key accounts, or those looking for professional development credentials, will also benefit.
Completion Options
There are several options for completing the required certificate program curriculum:
- On-Demand option: Complete the program requirements virtually (at your own pace), within a year.
- To register, please email [email protected] noting which option you would like to register for:
- On-demand registration
- On-demand registration + $25 printed bundle (includes a copy of the Key Account Field Manual, Module Worksheets and Exam)
- To register, please email [email protected] noting which option you would like to register for:
- Virtual Cohort Class (future dates tbc)
Fast-track your way to certification by joining a cohort group that will work through the curriculum together over a 5-week timeframe. Added benefits include: 3 live webinars to reinforce and workshop concepts, provide peer networking opportunities and new tips and tools to apply immediately. - Custom In-house: Whether virtual or in-person, we can deliver our courses in-house at your location—a convenient and cost-effective option for groups of 5 or more. This format also allows you to customize course content to address the specific goals that are important to your organization. Email [email protected] for more information.
- In-person: We hold this 4.5 day program in conjunction with one of our seasonal Education Institutes.
Program Requirements
To earn this certificate, participants must complete the following requirements within one year:
1. Complete the required curriculum
The curriculum consists of the following core key accounts training courses—either taken online or in-person:
- Implementing a Customer-Focused Key Accounts Program
- Developing Your Key Accounts Representative
- The Effective Key Accounts Toolbox
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Virtual
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In-person/In-house
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2. Pass an online exam
Whether completing the curriculum virtually or in-person, the final exam is all online. It consists of 100 multiple choice questions, based on the curriculum and you must score at least a 75% to pass.
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Virtual
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In-person/In-house
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3. Submit a customer action plan
Apply the knowledge you learned by developing a customer action plan (CAP) to demonstrate how your utility plans to address the needs of a selected account. You’ll receive plan guidelines, templates, and sample grading sheets that outline what is expected in each section.
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Virtual
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In-person/In-house
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Program Level
Basic: No prerequisites; no advance preparation
Course Materials
APPA distributes content digitally through a secure online portal. Access instructions are emailed after you register. Hard copies can be purchased for an additional fee.
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Virtual
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In-person/In-house
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Enrollment Fees
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Member |
$2,800 |
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Non-member |
$5,600 |
Need help registering? Contact [email protected].
Timeline
Attendees must complete the program requirements within one year of either signing up for the virtual option or within one year of taking the in-person courses.
About the Instructor
Erick Rheam, President, Team Rheam Productions, Inc.
Erick is a consultant, speaker and author on key accounts and human dynamics. He co-authored the Association’s Key Accounts Field Manual: A Guide for Public Power Professionals and authored the new APPA Advanced Key Accounts Field Manual. He has been involved in public power for 20 years. 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. Erick offers key accounts consulting and education across the country.
