Account Management Solutions

Modern Account Management is a sophisticated practice and today buyers are wielding ever increasing power. Your account managers therefore need not just the skills but also the armoury to effectively engage with the account, to protect what you have and to grow the business. BIG has a range of Account Manager development solutions to meet your needs in one, two or three day programs, together with the provision of tools and reinforcement practices.

High Performance
Account Management

Understanding the customer using a structured Insight Survey
Mapping the buying cycle
Positioning for strategic influence
Profiling the account – customer intelligence
Strategic planning processes
Promotional management
Undertaking Business Reviews/Previews
Negotiation Skills

Strategic Account Management

Customer Engagement Strategies
Partnering Practices
Solution Selling
Multiple Stakeholder Management
Trading Terms Negotiation
Value Creation Strategies

Strategic Account Leadership – (Updated for 2015)

From Account Management to Account Leadership
The Modern Account Leader – new competency set
The Modern Buyer 2.0 – how are they different
Engaging with a 2.0 Buyer
Leveraging Consumer Insights and Data
Supplier 2.0 Account Strategy
Strategic Negotiation Practices
Financial Acumen
Executional Excellence

Planning Methodologies

National Account – “Heavy” Account Management methodologies
Regional, State, Multi Site Account Management methodologies
Territory based “Lite” Account Management methodologies

Toolkit and Templates

Account business and service needs research
Account Profiles
Customer Relationship Management
Strategic Account Planning formats
Business Review / Preview formats
Project Management

Contact us now to discuss your Account Management needs.