Introduction and Workshop Objectives
prioritise key accounts and make the most effective use
of your time and resource
Understanding Your Account Environment
where am I now
what influences this account?
what are the strengths, weaknesses, opportunities and threats
for this account
what relationships do I have with each key player?
what internal politics affect this account?
what are their competitive needs and how can I capitalize
on them?
what influences the decision making process?
Creating Strategic Outcomes for Business Return
well-formed outcomes for business return on investment
identify personal motivating drivers to guarantee long-term
action
Identifying Account and Personal Blockers
discover what really prevents you from account success -
skills, process, relationships, knowledge
Defining Solutions
create and define solutions for success
widening your vision for innovative solutions
Influencing and Negotiating
powerful strategies and techniques for influencing yourself
and others
the importance of language, gestures and asking the right
questions
Committing to Action
develop effective action plans for early and long term wins
on-going critical account evaluation
