Building Long Term Account Relationships


This program covers techniques an account manager can undertake to enhance their long term objectives within each account. An analysis will identify the current projects already underway, along with projects sited for the future. Incorporating a S.W.O.T. analysis will reveal strengths and weaknesses within your company’s portfolio, all with the purpose of defining a “proper fit” to develop appropriate partnering strategies within each account now and in the future. A “Company Think Tank” approach is implemented.

Objectives:

  • Gain an in-depth knowledge of the structure and organization of an account, and develop a plan to approach the account more effectively thereby improving the ability to promote your company’s products, initiatives/programs and company value.
  • Addressing the managed markets accounts mission statement, needs, and goals, the account manager will formulate a targeted plan to utilize the company’s resources appropriately to gain recognition as a partner in moving the managed markets account goals forward.
  • Develop a strategic plan including both long and short-term goals, the account manager will gain greater comfort and ease in working inside the account.