KAM-Key Account Manager Program – AIC – Automotive Intelligence Center

KAM-Key Account Manager Program

  • Programa KAM

    KAM-Key Account Manager Program

    Automotive suppliers know this: it is not an easy task to negotiate an agreement with their big customers. The business relationship is looking like a David and Goliath relation, and the global corporations are using their buying power extensively to their favor. They insist on favorable conditions and requirements and have them built into the supply contracts as far as possible. This makes many suppliers feel powerless and helpless in both, normal times as well as in extraordinary situations.

    So, what can they do? With a smart combination of strategic, tactical and legal elements, ʺDavidʺ can too achieve some ʺhitsʺ and influence important points in order to balance the one-sided rules and processes.This is the content of the new module 4 of the KAM Program, which combines strategic and legal aspects, while addressing the current context of rising prices.


    The training will be held entirely in English.


    October 3rd, 4th and 5th

    Optional module: October 6th

    LENGTH: 24h + 8h

    • Understand the purchasing strategies of OEMs and Tier 1s and the interests of buyers.
    • Develop tactics to relieve the pressure in the negotiation of prices until reaching a beneficial final agreement.
    • Acquire knowledge, skills and abilities for prevention, management and resolution of conflict.
    • Learn about aspects of psychology in order to apply them to the negotiation.
    • General Directors, Commercial Directors, Project Leaders and Account Managers who deal with clients.
    • Any professional who wants to develop his/her skills in order to improve negotiations with clients.
    Table contents

    MODULE 1: Price negotiations with OEMs – History, Basics and current context  

    Price negotiation. Common requests for price reduction and their conditions. Strategy preparation to face a price negotiation. New purchasing strategies and supplier selection process. The buyer role and the balance in the negotiation. The power of argumentation and how to achieve an agreement.

    MODULE 2: Psychology in Negotiations

    Psychology in negotiation. How to spot rule-breaking, manipulation attempts, and intentional escalation of negotiation drama. How to regain control of the negotiation from a weak position.

    MODULE 3: Price Increases in the Automotive Sector – Strategies and Tactics for Price Increases – From Raw Materials to Chips

    Tactics, methods for cost reduction and tools to ensure the achievement of goals and of beneficial agreements.This module includes lecture/discussion and the development of a guideline for price increase negotiations in the actual, difficult situation of the automotive supply chain, as well as practical work by the  participants on their strategy for price increases.

    Optional: MODULE 4 – Supplier friendly contracts? A combination of negotiation strategy and legal issues

    How to put results of a negotiation into a supplier contract . This module includes a smart strategic/commercial mechanism to reassure the commitments of “Goliath”, and a wise concept to secure and enforce those commitments into the supplier contracts.

    EXTRA TOPIC: Special aspects in times of supply chain problems, cost increases and the threat of inflation.

    Price details

    MODULES 1, 2, 3, 4

    AIC/ACICAE members: 3.300€ (VAT not included)

    Non-AIC ACICAE members: 4.110€ (VAT not included)

    MODULES 1, 2, 3

    AIC/ACICAE members: 2.500€ (VAT not included)

    Non-AIC ACICAE members: 2.950€ (VAT not included)


    AIC/ACICAE members: 1.065€ (VAT not included)

    Non-AIC ACICAE members: 1.360€ (VAT not included)

    10% discount will be applied from the second registration for those organizations that register more than one professional.

    10% discount will be applied for early registrations (before September 22nd)