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Business Development Account Management and Development Account Management and Development
This programme can be run as an intensive 2-3 day course or as a modular programme between 2-5 days and could cover the following content:
Principles of account management and development
- Understanding the importance of pro-active account management and development
- Categorising clients to those in need of defence, expansion and space
- Pinpointing activities with the clients to secure the business, expand the volume of business in the existing area, broaden the network of clients, diversify the nature of business with the client
Pinpointing client perceptions
- Assessing how you are perceived i.e. a commodity broker, product provider, value adder, or trusted advisors?
- Understanding your current position and the steps required to change perceptions and build credibility, reliability and understanding of the client
Understanding the decision making unit and processes
- Delegates focus on pinpointing key stakeholders and identify their relative power and interest, plus the roles others play in helping or blocking the decision making process.
- This insight provides the foundations for a strategy to drive the securing of existing relationship and the building of new ones whilst always focusing on opportunities and pro-actively managing the decision making process.
Understanding client needs and matching them
- Understanding the structure and powerbases in an account is essential but without a full understanding of the business needs, objectives, issues, problems and fears from the client solutions can be great and still not accepted.
- Techniques from sales are moulded to fit into an account management and development context to create, spot, develop and convert opportunities.
Securing commitment and spreading great news
- Pushing long term clients for real commitment, heading off blockages, dealing with hesitations, protecting margins and securing commitment are all key to making the account safe from attack and converting the opportunities into reality.
- Ideas and suggestions can be provided to enhance the client’s service experience and techniques to generate good news and spread it to ensure it becomes harder to not do business with you than otherwise can be developed.
Relationship building tactics
- In pro-active Account Management and Development people are interacting with different people, fast-tracking relationships and building rapport at high speed.
- Rapport building techniques such as physiological, language, values and beliefs mirroring, that can dramatically enhance relationship building, can be drawn on from the world of Neuro-Linguistic Programming.
- Understanding the components of trust and empathy and their key role in becoming a trusted advisor can be explored and ensure good relationship/account management and development can become a natural reality and sustainable in the longer term.
If you would like further information, or to book a course please send us a message or call us on 01903 817930.