Collaboration Techniques for Account Management

This workshop develops key leadership skills of account managers in a collaborative environment. Beyond communicating effectively, the workshop will address how to develop partnerships and employ a leadership role across a multitude of people impacting an account (sales force, medical liaisons, business analysts, brand team, etc.) The workshop is comprised of presentations, discussions, case studies and small group activities. Debriefs of the various exercises allow the participants to learn from one another and offer a forum within which to discuss and share their own experiences.


  • Understand the need for an account planning process.
  • Describe the role and responsibilities of the account managers within your company’s organization.
  • Discuss a strategic account management process and responsibilities of team members.
  • Develop a Strategic Account Management plan to be utilized in the field.