Major Account Planning Training
Major Account Planning Training Management & Leadership
www.lpcentre.com
Major Account Planning Training
INTRODUCTION Major Account Planning provides account managers with tools to execute a repeatable and practical methodology for winning more business in strategic accounts and elevating the level of relationship within those accounts. The outcomes of MAP are higher levels of sales revenue, a greater share of spend within the account, and more efficient use of resources, thereby, lowering cost of sales and improving margins on business in that account. Major Account Planning Training course, enables account managers to develop an effective plan for generating high-value sales and raising the level of relationship in major accounts, thus improving margins while simultaneously defending the account from competitive encroachment.
OBJECTIVES
At the end of the Major Account Planning Training course, participants will be able to : Plan for maximizing value in an account Identify tactics for (further) penetrating an account Identify opportunities for new business with an account Create a plan to achieve revenue and relationship objectives Navigate the decision-making politics within an account Develop higher levels of relationship with account stakeholders
Major Account Planning Training
WHO SHOULD ATTEND ?
Major Account Planning Training Training Course, is Ideal for: Major Account Planning is designed for any sellers/account managers/account teams who manage business with major or strategic accounts, using either assigned personnel, virtual support resources, partners, or any combination of those.
COURSE OUTLINE
Day 1
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
Day 2
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
Major Account Planning Training
Day 3 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
Day 4 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
Day 5 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
Major Account Planning Training
IN-HOUSE TRAINING LPC Training is capable of conducting this training programme exclusively for your delegates. Please e-mail us on admin@lpcentre.com for further information and/or to receive a comprehensive proposal.
Major Account Planning Training
CONTACT INFO
LONDON DOCUMENTATION
47 – 49 Park Royal Road NW10 7LQ, London
High-Quality material has been prepared by the LPC team for distribution
to delegates. In addition, a special note pad to facilitate note-taking willT: be+44 (0) 20 80 900 464 provided.
E: info@lpcentre.com
CERTIFICATES
DUBAI
Accredited Certificate of completion will be issued to those who attend Office & 501 successfully complete the programme.
Clover Bay Tower, Business Bay T: +971 4 421 4616
SCHEDULE Our Course timings commence at 09:00 and conclude at 13:00.
KUALA LUMPUR No. 03-06-05,
REGISTRATION & PAYMENT
UOA Business Park, Jalan Pengaturcara U1/51A,
Please complete the registration form on the course page & return it toSection us U1, indicating your preferred mode of payment. For Further Information, please get in touch with us.
Kawasan Perindustrian Temasaya, 40150 Shah Alam, Selangor T: +60 19-305 5694
CANCELLATION AND REFUND POLICY Delegates have 14 days from the date of booking to cancel and receive a full refund or transfer to another date free of charge. If less than 14 days’ notice is given then we will be unable to refund or cancel the booking unless on medical grounds. For more details about the Cancellation and Refund policy, please visit www.lpcentre.com/terms-and-conditions/
TRAVEL AND TRANSPORT We are committed to picking up and dropping off the participants from the airport to the hotel and back.
www.lpcentre.com