Course Details
Course Outline
5 days course
Introduction & Analyse the Account
- Account planning and management framework
- A major account planning process
- Reviewed essential account information
- Defined key trends
- Determined the revenue gap to be closed
- Set an initial account strategy
Identify Business Initiatives and Pain and Assess Relationships
- Defined business initiatives within their account
- Explored how business initiatives can generate pains in a company
- Considered where their offerings impact the Income Statement
- Identified potential stakeholders in the account
- Identified gaps in relationship coverage
- Identify influential individuals in the account
- Identified success that can be reported to fend off competition
- Assessed competitive presence and areas of account penetration
Identify New Business and Prioritize Opportunities
- Identified areas of new opportunity (“white space”) within the account
- Identified potential, new business initiatives that could be positioned
- Determined criteria for prioritizing opportunities
- Created a prioritized portfolio of account opportunities
- Determine Strategy And Coverage
- Selected an account-level strategy
- Revisit the vision for the account
- Identified resources required to:
- Maintain the current pipeline
- Improve account relationships
- Help launch new opportunities
Develop an Execution Plan
- Reviewed the actions identified during previous exercises
- Defined SMART objectives for developing the account
- Grouped actions to support plan objectives
- Exercise: Develop an Execution Plan
Getting Started with the MAP Methodology and Manage the Account
- Activities for managing the account annually
- Account planning and trusted advisor status over time
- Discussed best practices for preparing an account review
- Learned a method for conducting account plan reviews
- Given and/or received feedback on an account plan review
- Reviewed a structure for periodically reporting success to the account
- Exercises: Team Account Plan Reviews
