Strategic Account Management and Client Development
Schulich Executive Learning Centre
What are the topics?
Schulich Executive Learning Centre
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Who should attend
This program has been designed for executives who wish to establish, solidify or enhance the loyalty of current and future customers, including:
- Account managers at the local, regional, national and international levels
- Client service managers
- Sales managers and directors
- Marketing and product managers
- Business owners and business development directors
- Vice-presidents and divisional managers
About the course
How do you defend against competitors and keep profitable customers?
Avoid being dropped as a supplier as your customer contact changes or they re-engineer their buying processes. Senior managers and key account management professionals face all of these issues every day and they threaten your profitability. Learn how to protect and grow your key accounts.
Key account management concepts are outlined in a pre-seminar package and refined in the classroom.
Key Takeaways
- How to create solid account relationships that maximize annual revenue and account retention
- Develop joint business growth strategies with your key accounts and strong strategic alliances
- Systematically review your account progress and account strategies
- Study advanced account development principles that can be applied to any industry
- How to defend a key account against competitors
- How to select major growth customers
- Differentiate yourself by making your customers more profitable
- Establish the bottom line reasons why your customers buy products and services
- View your product business as a service-driven business
- Strategies to target potentially lucrative markets
- Concentrate your limited resources for the best returns
- Add real value to your customer’s bottom line
Key Account Strategies
The following topics will receive special attention:
- Targeting customers for key account management
- Looking at the big picture to leverage joint strengths
- Defining the competitive situation
- Setting strategic goals
- Selling customers on bottom line profit improvement
- Developing joint profit targets
- Focusing investment on the best returns
- Monitoring progress and revising your key account action plans
A Complete Learning Approach
In addition to classroom sessions:
- Real business situations are used
- The key account management process is practised
- New skills are perfected through group discussion
- Participants interact with senior managers using these techniques
Content
Strategic Account Management and Client Development
Pre-work
- Sales Profile Assessment
- Reading: Toolbox for Performance Driven Leaders
- Video: How to complete a SWOT analysis
Strategic Account Management and Client Development - Part 1 Two days of classes running from 9am-1pm
Day 1
- Team building exercise; defining your LinkedIn profile
- Defining the role of an account manager; sales vs. marketing
- Trends in sales strategy; applying design thinking to enablement solutions
Day 2
- Sales Profile Assessment review – your results and where you should be
- Escaping the pain of commercial complexity
- Profiles of winning account managers
- Guest speaker
Strategic Account Management and Client Development - Part 2
Two days of classes running from 9am-1pm
Day 3
- Which sales approach wins in today’s information era; selling with confidence
- Steps for developing a key account plan; opportunity analysis
- Performance goals, historical and future state
- Sales strategies – how to differentiate
- Sales plan management issues and control
- Utilizing resources within budget
Day 4
- Plan implementation – winning your customer
- Account Plan presentation with constructive feedback
- Key learnings and action plan for execution
Follow Up Webinar
Final review of completed key account plans
Experts
Sanjay Dhebar
Sanjay Dhebar enjoyed an exciting and varied career as a senior leader in the healthcare and consumer package goods industry for 15 years. Specifically, he mastered business development as well as marketing and sales leadership while working for national and global companies and their brands. San...
Videos and materials
Strategic Account Management and Client Development at Schulich Executive Learning Centre
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Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.
We are happy to help you find a suitable online alternative.