Masterclass & Best Practices for Strategic Account Planning

Course Introduction

Strategic Account Planning sits at the heart of customer accounts, pipelines and service teams, yet it is rarely taught in a way that translates straight into daily practice. This masterclass-style programme closes that gap with practitioner-led sessions, realistic scenarios and take-home tools.

Training Objectives

• 01Explain the core principles, terminology and standards behind Strategic Account Planning in clear, practical language
• 02Select and adapt suitable approaches to Strategic Account Planning for the constraints of customer accounts, pipelines and service teams
• 03Diagnose weak spots in current practice and prioritise corrective action
• 04Use practical tools, checklists and templates that support day-to-day Strategic Account Planning
• 05Leave with a prioritised list of improvements you can start within 30 days

What You Will Take Away

• Worked examples using realistic regional scenarios
• A ready-to-use template pack for daily work
• A checklist of common pitfalls and how to avoid them

Who Should Attend

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

Prerequisites: Best suited to experienced practitioners and team leaders.

Training Methodology

The format is conversational and case-driven: participants bring real challenges and test them against regional and international experience. Case material and examples are drawn from customer accounts, pipelines and service teams.

Day-by-Day Programme (5 Days)

• Day 1
  Getting oriented: the landscape of Strategic Account Planning

  Scope, terminology and the standards and regulations that shape Strategic Account Planning in customer accounts, pipelines and service teams.

• Day 2
  Core concepts and methods

  The principles, codes and best-practice approaches that leading organisations rely on for Strategic Account Planning.

• Day 3
  Applying it on the job

  Hands-on exercises using tools and templates for Strategic Account Planning, built around realistic situations in customer accounts, pipelines and service teams.

• Day 4
  Cases, risks and lessons learned

  Case studies, typical pitfalls and the risk and compliance issues that arise with Strategic Account Planning.

• Day 5
  Bringing it together

  Consolidation workshop, personal action planning and a closing knowledge check on Strategic Account Planning.

Upcoming Sessions