By - Danielle Duignan

Key Accounts 201
July 30-31, 2019 | Denver, CO

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The purpose of this course is to enhance and strengthen key account programs and address the common struggles and obstacles utility professionals face as they work to maintain a viable key accounts service while dealing with the “whirlwind” of general utility management.

This training serves utility professionals that manage or lead key account programs and wish to learn how to upgrade what they already provide their communities or revitalize a stalled program.

The core of this workshop focuses on the five common elements of successful key accounts management and how to implement those elements to ensure long-term success.

All participants will walk-away with a clear and customized action plan that will reinvigorate their programs.  The workshop is designed to be a source of inspiration and motivation and will encourage the participants to provide the best possible program for their business communities.

Learning Outcomes

  • Identify the five elements of long-term program success
  • Discover the art of gaining leadership and community support
  • Find out ways to leverage available resources and maintain proper focus for individual and program success
  • Learn how to create customized and effective Key Account Action Plans (KAAP) that will focus utility efforts in service of the business community
  • Discuss how to manage competing priorities and create more time for key account activities
  • Clarify program activities to ensure proper focus is placed on the right services and technology to achieve sustainable success
  • Discuss how to enhance communication techniques to gain deeper connections and enhance interaction with key accounts and influencers within the community
  • Discover how to provide the right level of key accounts service based on community need and value
  • Learn how to make adjustments to the key accounts program when it’s out of alignment with community resources and need

Requirements for Successful Completion of Program

Participants must sign in/out each day, be in attendance for the entirety of the course

Instructional Methods

Highly interactive class, Case studies, PowerPoint presentations



EUCI has been accredited as an Authorized Provider by the International Association for Continuing Education and Training (IACET).  In obtaining this accreditation, EUCI has demonstrated that it  complies with the ANSI/IACET Standard which is recognized internationally as a standard of good practice. As a result of their Authorized Provider status, EUCI is authorized to offer IACET CEUs for its programs that qualify under the ANSI/IACET Standard.

EUCI is authorized by IACET to offer 1.4 CEUs for this event.



Tuesday July 30, 2019

8:00 – 8:30 am :: Registration and Continental Breakfast


8:30 am – 4:30 pm :: Course Timing


12:00 – 1:00 pm :: Group Luncheon


Key Accounts Program Enhancement

Section One (The Assessment)

  • Evaluate current program with the key accounts baseline assessment
  • Discuss the business plan obstacle
  • Discuss the lack of leadership support obstacle
  • Discuss the lack of business community support obstacle
  • Discuss the lack of resources obstacle
  • Discuss the “next action” paradigm

Section Two (The Business Plan)

  • How to update it, rewrite it, or start from scratch
  • How to develop the streamlined hybrid plan
  • Workshop the vision statement
  • Workshop the mission statement
  • Workshop the goals and objectives
  • Workshop the budget

Section Three (The Key Accounts Action Plan)

  • The difference between the business plan vs. the KAAP
  • Developing the streamlined hybrid KAAP
  • Workshop the KAAP template
  • Workshop the contact profile

4:30 pm Wrap up & adjourn



Wednesday, July 31, 2019

8:00 – 8:30 am :: Continental Breakfast


8:30 am – 4:30 pm :: Course Timing


12:00 – 1:00 pm :: Group Luncheon


Sharpen the Craft of Key Accounts Management

Section Four (The Successful Key Accounts Rep)

  • The seven principles of a successful representative
  • Master the communication advantage

Section Five (The Habits of Successful Key Accounts Management)

  • The time management paradox
  • The seven elements of the perfect day

Section Six (What Next?)

  • Adjusting a misaligned key accounts program
  • Workshop a customized program enhancement action plan


4:30 pm :: Wrap up & adjourn



Erick Rheam
Erick Rheam is a speaker and published author.  He communicates and educates on topics related to discovering significance and the art of mastering human dynamics to achieve success.

Erick spent the past decade training and educating municipal leaders and association executives on how to build programs and services that add value to the workplace and communities.  Erick partnered with leading software developer, Automated Energy, Inc., to help electric utilities deploy energy efficiency software to assist large commercial and Industrial companies become more energy efficient and deploy green technology.

Prior to partnering with Automated Energy, Erick worked for a decade in the public power industry for two municipally owned utilities in Indiana and Colorado. He developed and maintained two successful key account programs, led a customer service division and served business communities to ensure local policy enhanced the business environment so that the business class could thrive, grow and create jobs.

Erick earned his Key Public Power Account Executive designation through the American Public Power Association (APPA). He also served on several national boards and committees to promote green technology, energy efficiency, and customer service. He was vice-chair for the National Customer Services Section for APPA. He also served as the chair for the National Key Accounts Committee for APPA.

Erick graduated from the United State Military Academy in 1995 with a Bachelor of Science Degree in Engineering. He served as a Military Police Office and special investigator in the United States Army in Bosnia Herzegovina and Europe.


EUCI Office Building Conference Center

4601 DTC Blvd, B-100

Denver CO, 80237

Nearby Hotels

Hyatt Regency Denver Tech Center
7800 E Tufts Ave
Denver, CO 80237
Phone: 303-779-1234
0.3 miles away

Hilton Garden Inn Denver Tech Center
7675 E Union Ave
Denver, CO 80237
Phone: 303-770-4200
0.6 miles away

Denver Marriott Tech Center
4900 S Syracuse St
Denver, CO 80237
Phone: 303-779-1100
0.7 miles away

Hyatt Place Denver Tech Center
8300 E. Crescent Parkway
Greenwood Village, CO 80111
Phone: 1-888-492-8847
0.9 miles away


Please Note: Confirmed speakers do not need to register and are encouraged to participate in all sessions of the event. If you are a speaker and have any questions please contact our offices at 1.303.770.8800

Event Standard RateAttendees
Key Accounts 201US $ 1395.00

Register 3 Send 4th Free!

Any organization wishing to send multiple attendees to these conferences may send 1 FREE for every 3 delegates registered. Please note that all registrations must be made at the same time to qualify.

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