Master Class in Account Management

What is it?

This is a highly pragmatic and interactive workshop designed for experienced consultants, managers and partners, who are in charge of developing major accounts. The workshop focuses on the mechanisms of increasing value to key accounts.

What will you achieve?

This workshop aims to deliver:

• An analytical framework for exploring the client - consultant relationship.
• A model of relationship development that will allow participants to add genuine new value to their client relationships.
• An increased ability to effect impact on client systems.
• Practice in working with a powerful account development and planning process.

What is the course program?

The challenge of the client-consultant relationship

• Exploration of what goes on in client relationships and how they can be made increasingly 'active'.
• Value Chain, Value Ladder and 'Stairs' analysis.

Effecting impact on organizations

• Understanding what sort of organizational issues are likely to surface in the course of working with clients

Practicing the Account Development Process

• Formulating customer development projects: design, Key Success Factors, Key Performance Indicators.

Course length: 2 days

Framework position: process/senior.

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