Unless otherwise indicated, all online workshops will take place 8:30am–12:00pm Central Time (UTC -6) (Chicago).
Training Units: 2
Training type available:
• Self-led online
Corporate Member = $1,990
Individual Member = $2,090
Non-Member = $2,390
In this highly innovative online program, participants will compete against their peers to grow the business of a strategic account in a turbulent world. Through a mix of game play, coaching, principles and tools, participants will learn how to pilot their account business through declining demand and increased competition. Just think of it as a flight simulator for strategic account professionals. A strong emphasis is placed throughout the program on transferring the skills immediately to real account challenges.
During the 12-week course, participants will perfect their ability to:
Weeks 1 - 4: Account Segmentation (First decision round)
Weeks 5 – 6: Opportunity Targeting (Second decision round)
Weeks 7 – 8: Superior Positioning (Third decision round)
Weeks 9 - 10: Account Planning (Fourth decision round)
Weeks 11 - 12: Implementation (Fifth and final decision round)
Faculty: Malcolm McDonald, Emeritus Professor, Cranfield University School of Management, and Edmund Bradford, Managing Director, Market2Win