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Course Code: MGLD 1200
7 Course Visits
Strategic Partnerships & Account Management
Course Sector:
Management and Leadership
Course Dates and Locations
Choose a date and location to book your seat
No.
Date
Days
Location
Fees
Enrollment
01
5 Days
Dubai, UAE $4,250
02
5 Days
Riyadh, KSA $4,250
03
5 Days
Online, Virtual $2,150
Introduction
Training course introducion / brief
What is Strategic Account Management? Strategic Account Management (SAM) refers to growing of the current account by the strategic account manager to ensure consistent profits and revenue. This necessitates that the managers accountable for certain accounts work towards building strategic and beneficial relationships with their key customers and also stay ahead of the competition. To achieve these objectives, the account manager needs to align the resources across the company.
Course Objectives
At the end of the training course, participants will be able to
by the end of this course, participants will be able to:
- Plan the strategic account for growth
- Build and manage trustworthy relationships with the clients
- Navigate through competition
- Create value for the customers on an ongoing basis
- Partner with other departments in the organisation to ensure customer delight
- Get a perspective of the internal support functions on critical issues such as price, SLA’s and commercial terms and conditions
Course Audience
Who is this course for, and can benefit the most
- Entrepreneurs
- Directors
- CEO’s
- Heads of Departments
- Strategic Account Managers
- National Account Managers
- Global Account Managers
- Key Account Managers
- Business Development Managers
- Marketing and Sales Managers
- Product Management
- Customer Service Account Managers
- Service and Support Escalation Managers
- Finance and Legal Departments
- Client-facing Staff
- Professionals who wish to upgrade their career
Course Outline
The course aims and learning outcomes
MODULE 1: STRATEGIC ACCOUNT PERSPECTIVE
- Explore the world of Strategic Account Manager
- Elements to understand fostering a business opportunity for deeper strategic relationship
- Economics of Strategic Account Management (SAM)
- Sales Tactics- An Overview
MODULE 2: PLANNING AND MANAGING YOUR ACCOUNT
- Components and Importance of Account Planning
- Managing account according to the Customer
- Opportunity Analysis
- Communication Plan
- Risk Mitigation Plan
- Performance Objectives and Action Plan
- Leveraging Technology to save your time
MODULE 3: RELATIONSHIP MAPPING (RM)
- What is RM?
- Importance of Relationship Mapping
- Credibility in the client-vendor relationship
- The enterprise Buyer Behaviour Model (BBM)
- Building your relationship map using the enterprise Buyer Behaviour Model (BBM)
- Stakeholders involved in client-relationship management
- Roles and responsibilities of stakeholders
- Relationship mapping procedure and discipline
- Evolution in the maturity of your relationship with the client
- Maintaining relationships with the influencers and decision-makers
MODULE 4: VALUE CREATION WITH EXISTING CLIENTS
- Creating a strategic client partnership
- How to identify opportunities to create value?
- Process of creating value
- Planning these opportunities with clients
- Using influential relationships to execute on these valuable initiatives
- How to create value during any change introduced by the client?
- Developing the ability to continually add value to the client
MODULE 5: ORGANIZING INTERNALLY
- Understand the Internal Sales Environment
- Managing and Controlling the Internal Sales Environment
- Mobilizing internal resources to add credibility, value, and mitigate risk
- Understand how to motivate internal functional partners to contribute to the growth of business
- Challenges faced when competing for Internal resources
MODULE 6: ORGANIZING INTERNALLY – II
- THE RACI Model
- How to utilize other departments to add value to your business?
- Understanding other support functions such as:
- Marketing
- Product Management
- Customer service and delivery functions
- Finance and Legal departments
- Improving delivery times
- Flexibility in the Terms and Conditions to win the business
- Skills to influence the client
MODULE 7: NAVIGATING THROUGH THE RELATIONSHIP THREATS WITH STRATEGIC ACCOUNT MANAGEMENT
- Identifying the direct and indirect competitors
- Frameworks and tactics for monitoring and planning against competition
- Understand how to navigate through threats and disruptions
- How to survive competition by making oneself aware of the competitive threats?
- Strategies to partner with individuals at the client’s place
MODULE 8: THE ENTREPRENEUR IN YOU
- Key Principles to help you succeed while pitching your plans
- How to present your plan to the internal team of VC’s to make your presentation more robust?
- The top-line and the bottom-line
Providers and Associations
Providing the best training services and benefits to our valued clients
Boost certificate of completion
BOOST's Professional Attendance Certificate “BPAC” is always given to the delegates after completing the training course, and depends on their attendance of the program at a rate of no less than 80%, besides their active participation and engagement during the program sessions.
ENDORSED EDUCATION PROVIDER
Flexible deadlines
Customized dates accordance to your schedule
Shareable Certificate
Earn certificate upon completion
COURSE METHODOLOGY
Our Training programs are implemented by combining the participants' academic knowledge and practical practice (30% theoretical / 70% practical activities).
At The end of the training program, Participants are involved in practical workshop to show their skills in applying what they were trained for. A detailed report is submitted to each participant and the training department in the organization on the results of the participant's performance and the return on training. Our programs focus on exercises, case studies, and individual and group presentations.
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