Foundation Programme for Strategic Account Planning

Course Introduction

Designed for professionals in Sales & Customer Service, this five-day foundation-level course builds practical command of Strategic Account Planning. Every session pairs a clear concept with a workplace exercise, so learning turns into capability rather than notes.

Training Objectives

• 01Describe how Strategic Account Planning is defined, governed and measured in international practice
• 02Work through typical situations in customer accounts, pipelines and service teams using structured Strategic Account Planning techniques
• 03Recognise common risks, errors and non-conformities linked to Strategic Account Planning — and how to prevent them
• 04Choose the right indicators and records to monitor Strategic Account Planning over time
• 05Translate the course learning into a realistic plan agreed with your line manager

What You Will Take Away

• Benchmarks and KPIs to track your own results
• A negotiation and communication cheat-sheet
• Worked examples using realistic regional scenarios

Who Should Attend

• Sales Managers & Executives
• Account Managers
• Customer Service Teams
• Business Development Officers

Prerequisites: No prior specialist knowledge is required.

Training Methodology

The programme builds understanding step by step: short concept sessions, guided demonstrations and simple exercises, followed by a daily recap so nothing is left behind. Case material and examples are drawn from customer accounts, pipelines and service teams.

Day-by-Day Programme (5 Days)

• Day 1
  Foundations and context

  Key terms, roles and the regulatory background behind Strategic Account Planning, with examples from customer accounts, pipelines and service teams.

• Day 2
  Methods and standards in depth

  A detailed look at frameworks, codes and decision methods used in Strategic Account Planning.

• Day 3
  Practical workshop day

  Group exercises and simulations that put Strategic Account Planning techniques to work.

• Day 4
  Case-study day

  Real-world cases, failure analysis and improvement options related to Strategic Account Planning.

• Day 5
  Action plan and assessment

  Review, individual action plans and a short assessment to confirm readiness to apply Strategic Account Planning.

Upcoming Sessions