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Account Development

  • Sales Methods, Along the Sales Process

To expand an existing client is in most cases less cost intensive then to win a new one. This especially also because an existing client already knows you and we can count on the support of different persons from the Buying Centre.

To define the action plan to develop an existing client we have to evaluate first in which areas the client still has potential.
How to create the Cross- / Up-Selling Potential and how to develop action plans we train in the workshop Account Management.

Managing Strategic Accounts™ (MSA)
Increase customer loyalty and revenue through account development

Workshop Overview

Managing Strategic Accounts™ is a program designed to help account teams create a comprehensive account development plan. The underlying principle of the program is that an organisation must consistently add value to the customer’s business to become a strategic partner.
The participants gain a deeper insight into their customer’s business and analyse the strengths and weaknesses of their current relationships. Based on this analysis, they develop a 1 to 2 year strategy for developing the account.

Workshop Goals

  • Discover opportunities – through a deeper understanding of the customer’s business
  • Improve partnership – through a better Value Proposition for the customer
  • Increase repeat business – based on higher customer satisfaction
  • Improved synergy – by getting everyone to “sing from the same hymn sheet”
  • Collaborative account plan – validated by the customer and the own management
  • Organisational alignment – of resources to execute the account plan
  • Increased share of customer wallet – through systematic account development

Workshop Content

  • Application of a team-based methodology for account development
  • Assessing current account status vis-à-vis competitors from the customer’s perspective
  • Understanding the customer’s objectives and critical issues and how we can add value
  • Build on existing opportunities, and identify and quantify new ones
  • Develop a concise vision and engage internal resources to achieve it
  • Involve the customer in developing a joint action plan to move forward
  • Internal management approval and commitment to allocate necessary resources
  • Develop relationships with key people in the account

Who should attend?

The workshop is targeted at complete account teams spanning all functions from sales through to delivery and customer care. The workshop brings together teams spanning multiple locations and functions to focus them on developing a coherent and comprehensive approach to their common customer.

Workshop Duration

The complete program consists of a one day Kick-Off Meeting, followed by a two day Account Planning Workshop about 6 to 8 weeks later.

Preparation

Prior to the Kick-Off meeting, the Account Managers participate in a telephone briefing to ensure that all required information is available, and appropriate team members attend.

Further workshops in the overview