Strategic Account Management, B2B


 
Customized courses for
individual businesses

3 days of customized learning for account management professionals within one organization

We bring our course to you.

Creating a Strategic Account process is essential for business managers wanting to get the most out of their relationships with their biggest B2B customers and clients.

Build loyalty and long term relationships, and make these relationships profitable.

  • Create solid account relationships that maximize  annual revenue and account retention

  • Learn to assess the margins and profitablility of these clients

  • Develop joint business growth strategies with your key accounts and strong strategic alliances

  • Systematically review your account progress and
    account strategies

  • Maximize customer satisfaction ratings

  • Study advanced account development principles


    • that can be applied to any industry

"When Brian came to us, we saved enough on travel expenses to increase our group by four more sales reps."

 We start with the content we developed for our York University Schulich School of Business course, and then customize it for your organization, in your industry, aimed at your customers. 

  • How do you select major growth
    customers?

  • How do you create alliances with these
    major corporations?

  • How do you develop joint growth
    strategy?

  • How do you differentiate yourself by making your customers more profitable?

  • How do you establish the bottom line reasons why your customers buy products and services?

  • How do you transform your product business into a service business?

  • How do you target limited but potentially lucrative markets?

  • How do you concentrate your limited resources for the best returns?

  • How do you add real value to your customer’s bottom line?

  • How do you increase your annual account revenues from every strategic customer?

About our custom course
How do you defend profitable market niches against
hungry competitors? How can you avoid being
dropped as a supplier as customers reengineer their
buying processes? Today’s senior managers and sales
professionals face all of these issues and more.

Brian Harrison Smith's Strategic Account Management seminar is a formal learning process. The strategic account management concepts are outlined in pre-seminar reading.

Details are refined in the classroom through interactive discussions and team projects which ensures a return on your investment. Over 1500 managers have attended this outstanding program.

Proven teaching techniques combine with senior level sales experience to provide a very useful experience for participants
 This seminar is preceded by a reading phase which
allows participants to absorb the key account
management concepts at their own speed and relate to
their own business situation. The pre-seminar reading
positions the group for quality interactive discussion.

  

  In addition to classroom sessions

  • Real business situations are used

  • The strategic account management process is practiced

  • New skills are perfected through group discussion

  • Participants interact with senior managers using these techniques

Real examples can be used in strictest confidence!
Strategic Account
Management Benefit
  • Competitive issues
  • Account management principles
  • Crafting focused strategy
  • The wisdom of teams
  • Looking at customers as annuities

Developing Strategic Account
Strategy

  • Segmenting the strategic account
  • Basics of long-term relationships
  • Adding value to customers
  • Areas of profit opportunity
  • Relationship purpose and guidelines
  • Differentiating yourself
  • How your customers see you
 Strategic Account
Action Plans
  • Assessing positioning
  • Critical planning elements
  • Unique Solutions
  • Testing your goals
  • Revenue target management

Focusing on Results

  • Screening opportunities
  • Investing in relationships
  • Recognizing poor investments
  • Getting your people on side
  • Prioritizing high -potential accounts
  • Actions required for higher sales results
 Proven Field Experience
  • A major company relationship of your choice analyzed
  • Apply key ideas to your specific clients

Writing Strategy

  • Defining best opportunities
  • Setting practical revenue targets
  • Formalizing the plan

Managing Progress

  • Conducting progress reviews
  • Revising the purpose
  • Reallocating resources
  • Tools to track progress
  • Developing an action plan for back at the office

 

STRATEGIC ACCOUNT STRATEGIES Customizing the learning experience

  • Pre-session confidential discussions of major opportunities and obstacles

  • Research by Brian Harrison Smith into the specific industry and market region

  • Honing the teaching materials to meet the needs of the specific learning team

  • Ability to be candid without risking confidentiality

  • Examples can be "real-world"

  • Opportunities for increased "water-cooler" on-topic conversations

Fees are customized to meet the needs of the client, the amount of customization, and the number of participants. When 5 or more employees attend, fees are generally about 25% lower than the individual prices of the BHS course at York.

Brian Harrison Smith - Experience Counts

Brian is one of North America's most experienced sales professionals and sales trainers, having coached thousands of sales representatives and managers on strategic customer relationships since 1988.

Prior to becoming a trainer, educator and business sales consultant, he worked for decades in sales, as a sales manager, director and vice-president, and as the owner of an industrial business.

In addition to teaching Schulich's Knowledge Based Selling and Key Account Management programs, Brian teaches customized versions of these courses for individual companies.

He has 30 years of field sales and sales management experience, having sold complex products and services in many diverse industries.

Brian is an active member of the Strategic Accounts Management Association and works with major sales organizations including Great West Life, CMHC, Philips Electronics and Pfizer.

Call Brian Harrison Smith at 905 206 0026

 

Updated January 2007