Strategic Account Management and Business Growth Course with application of advanced Excel

Module 1: Introduction to Strategic Account Management

Defining strategic account management and its importance

The role of account managers in driving business growth

Key differences between transactional selling and strategic partnership

Module 2: Understanding Client Needs and Value Creation

Client segmentation and prioritization

Identifying key stakeholders and decision-makers

Creating and delivering client value propositions

Module 3: Strategic Account Planning

Developing account management strategies

Setting SMART goals and objectives for key accounts

Tools and templates for account planning

Module 4: Building and Strengthening Client Relationships

Communication and trust-building strategies

Relationship management best practices

Negotiation skills for long-term partnerships

Module 5: Sales Performance Tracking and Growth Strategies

Identifying growth opportunities within existing accounts

Cross-selling and upselling techniques

Measuring and improving account profitability

Module 6: Data-Driven Decision-Making in Account Management

Using data to identify trends and customer behavior

Performance metrics and KPIs for strategic accounts

Building effective reporting frameworks

Module 7: Strategic Collaboration and Team Alignment

Coordinating internal teams to support account goals

Aligning account management with overall business strategy

Enhancing collaboration between sales, marketing, and finance

Module 8: Innovation and Long-Term Business Growth

Identifying new business opportunities

Leveraging market trends and customer feedback for growth

Sustaining competitive advantage through innovation

Module 9: Risk Management in Account Development

Identifying potential risks in account relationships

Mitigating financial, operational, and reputational risks

Building resilience and adaptability in account strategies

Module 10: Capstone – Strategic Account Plan Development

Creating a comprehensive account plan for a real or case-study client

Presenting strategies for growth and sustainability

Peer review and feedback session