Managing Accounts Proactively 3 (MAP3) Workshop - Account Development Planning

Proactively developing the relationship with key accounts

The MAP3 Workshop introduces the process, tools and knowledge to enable participants to develop MAP3 Account Development Plans for key customers.

It is ideal for anyone in a customer facing sales or support role in a business-to-business selling organisation with relatively complex and/or high value solutions.

This one-day workshop is a mixture of short interactive presentations with participants then applying the theory to a real current customer.

Overview of MAP3 Account Development Planning

What is our relationship today?

Client Business

• A brief financial and factual analysis of the customer
• Describe the customer’s business from his perspective

The Playing Field and Key Player Analysis

• Who are the key people and what do we know/need to know about them?

Competitive Positioning

• Understand the competition and what they are doing

SWOT Plus Analysis

• What is your current relationship with the customer?

What would we like our relationship to be?

• Set a Goal and Objectives

How are we going to achieve these?

• Set Strategies (broad approaches) for developing this customer
• Tactical Action Plan for who does what, to whom and when
• What will this generate in terms of business? - The Opportunity Outlook

And finally some Conclusions

• Any Assumptions made, Risks identified and Critical Success Factors highlighted

Key Learning Points and Conclusions

Participants leave with their first complete MAP3 Plan and have had feedback on it from both the facilitator and the other participants.

Who will benefit: anyone in a customer facing sales or support role in a business-to-business selling
                            organisation with relatively complex and/or high value solutions

Duration: 1-day

Our courses consist of 'In-Company' training; we visit companies’ premises or hotels and run courses according to company and staff needs.

We do not run courses for people from different companies to attend. However, we do run courses consisting of one or two delegates. This enables us to move at the pace of the delegates (as fast or slow as necessary; as deep into the subject as appropriate, and with as much development as possible). These are not as expensive as you might think!

To see why other companies choose us, and for examples of costs, availability, course trainers, etc., please visit our >> Home Page        Select Another Course

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