The training

Who should attend?

Anyone that has a responsibility for growing and retaining accounts. Account managers, operational managers, business line managers, bid managers, regional managers will all benefit. This training is also very interesting for Commercial Managers or Team Managers interested in equipping their teams with the best possible, easy to implement tooling. Learn together with your team or try out the training yourself before organizing an in-company training.

What you get

You’ll acquire the knowledge, tools and skills to manage your accounts on a tactical level using the Account Plan Canvas and the Contract Renewal Canvas.

  • A deep understanding of how clients value perception drives the commercial outcomes
  • Training by the creators of the Account Plan Canvas and Contract Renewal Canvas
  • A excellent understanding of the canvasses
  • Understanding the tactics involved in growing and managing your accounts effectively
  • Understanding the dynamics, risks and opportunities that come with the ending of every contract
  • You learn a new set of competitive strategies
  • You learn how to use the canvasses as a tool for communication and collaboration
  • At the end of the training you have one fully finished an account plan and a contract renewal plan

Day 1

  • The difference between operational and tactical account management
  • The difference between an Account Plan Canvas and a traditional account plan
  • Sharing and learning about challenges in account management
  • Part one: Understanding the current situation
    • Identifying the decision makers
    • The value expected
    • Understanding how clients evaluate the value of what you do
  • Part two: Goals and action plan 
    • Defining your objectives with the account
    • You client’s business goals, pains and problems
    • How you can be of value to your client
    • Your forecast and action plan
  • Planning and action
    • Collaboration with account teams and operational teams
    • Creating an account plan
    • Trainer input and peer coaching

Day 2

  • The value of a proactive approach to contract renewal
  • The essence of the Contract Renewal Canvas
  • Part one: Understanding the current situation
    • Analyzing the value of your current proposition
    • Identifying the decision makers
    • Listing expectations
    • Understanding how clients evaluate the value of what you do
  • Part two: Proposition and strategy 
    • Defining the value proposition that will lead to contract renewal
    • Defining your objectives: opportunities and risks
    • How to deal with the competition: common strategies and how they work
    • Decisive Renewal Milestone; Is you plan working?
    • Challenge your proposition: examine competing solutions
  • Planning and action
    • Collaboration with account teams and operational teams
    • Creating a renewal plan
    • Trainer input and peer coaching

Get tactical about Account Management!

Make sure you know what you are talking about: have an analysis, a goal and a plan.