Skills Development - Example programme outlines: Account Management
Why Account Management?
Account Management definition
Account Management Model
- Establishing the Account Management approach using the 5 level relationship model
- Account analysis using strength / attractiveness criteria - attractiveness of the account to you, your relative strength and ability to realise the potential
- How customers position suppliers. Where are you now? Where do you want to be?
- Account Maintenance;
- - Resource management
- - Performance measurements
- - Planning and chairing account reviews
- - 6 point framework
- - Managing and developing the contact relationship
- - Account maintenance plan
- Account Development
- - Developing knowledge of the account and their business
- - 8 key factors, using the “Web” Model
- - Building the contact network
- - the 7 dimensions of influencers and decision makers
- - Project and resource management
- - Account development planning; goals, strategy, milestones and action plans
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