Planning for Key Accounts
Business Challenge
Over the past decade, large companies have cut their supplier base by half. Many companies want to establish alliances with a few core suppliers fully integrating those suppliers into their own value proposition. Suppliers, in turn, are investing more of their resources in a few top accounts and developing strategic account management (SAM) programs in order to grow those accounts. These companies are finding that the keys to SAM success include effective training for strategic account managers and teams, the elimination of organizational barriers, and a focus on long-term goals.
Planning for Key Accounts
Planning for Key Accounts is a core workshop in Forums SAM curriculum. It teaches a complete, disciplined process for account planning that focuses on the identification of larger sales opportunities and the growth of revenue from an account. Account managers use the process to gain deeper insight into client situations and needs, increase alignment with a client organizations goals, and expand their vision of what they can achieve with their top accounts.
Target Audience
Planning for Key Accounts is for account managers with responsibility for major accounts. (Typically, they will use this process for the top 3 to 10 accounts in their portfolio.) A version for account teams is also available.
Outcomes
By participating in Planning for Key Accounts, account managers will:
- Develop a clear, innovative plan for maximizing business with a key account
- Build and maintain commitment to the plan from the client organization and internally
- Learn and apply a reliable, repeatable planning process
Delivery Option
For More Information
Please call 1-800-FORUM-11 or visit us at www.forum.com.
|
|
