Strategic Account Management

Strategic Account Management

How do you ensure that your people are spending their time with the accounts that give you the greatest reward? Too often people spend their time not with the most profitable accounts but the most comfortable relationships regardless of opportunity or potential.

Key Deliverables / Outcomes:

• A clear and objective plan across the business to influence the right stakeholders at the right time.
• A detailed understanding of areas of risk and unknowns within existing accounts.
• An individual account action plan to safeguard key accounts against hostile, competitive threats.

Summary Agenda:

• This module is based on real life key accounts
• Client Simulation - Board Room Decision Factors
• The 4 Key Strategic Account Management Questions
• The Longley Gap Model
• Stakeholder Analysis
• Formal decision making criteria and relationship Indicators
• Identifying critical business factors
• How to move the sale forward?
• Probing Techniques to eliminate GAPS and develop compelling reasons to buy
• Stakeholder Drivers
• Communication Tactics
• Setting Win-Win Objectives
• Account Footprint
• Personal Wins - Intangible Needs
• Agree account action plans.

Every delegate who attends a Longley Academy Programme will be given the opportunity to practice and perfect the skills covered, enabling them to become more successful in less time.