Practical Workshop in Strategic Account Planning

Course Introduction

Designed for professionals in Sales & Customer Service, this five-day workshop-based 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

• A negotiation and communication cheat-sheet
• Worked examples using realistic regional scenarios
• A ready-to-use template pack for daily work

Who Should Attend

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

Prerequisites: Open to all levels; participants are encouraged to bring a real work challenge.

Training Methodology

This is a hands-on workshop: short briefings followed by extended exercises, simulations and group activities, with most time spent applying rather than listening. 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