COURSE DESCRIPTIONS

E12 - Strategic thinking for SAM success: Putting “strategic” back in “strategic account management"

E12
Availability:


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Competencies covered:

  • Customer orientation
  • Company knowledge
  • Industry knowledge
  • Customer knowledge
  • Strategic thinking
  • Value analysis & opportunity insight
  • Value co-creation

Recommended Audience: SAM/KAM/GAM, SAM Managers, Cross-functional team members

Level of proficiency: Foundational / Intermediate

Format: In-Person and Live Online

Certification eligibility: Yes

Presented by: Vantage Partners

Strategic account management success requires you to be seen as a trusted advisor to customers, which usually involves engaging strategically with senior customer executives. This requires thinking more broadly, creatively and deeply about business risks and their causes, about opportunities for expansion and innovation, and about the broad and complex business landscape in which your customers operate. This highly interactive workshop provides practical frameworks and tools to enhance strategic account managers’ abilities to think and operate strategically, build credibility with executives and provide strategic insights to customers.

 

TOPICS COVERED:

  • Using big-picture thinking to “connect the dots” and identify non-obvious risks and opportunities
  • Employing extended value-chain analysis to uncover new opportunities for and with customers
  • Improving ability to frame problems in ways that yield new insights about how to solve them
  • Avoiding reactive problem-solving, especially in a highly kinetic environment
  • Improving ability to consider all potential impacts of a course of action
  • Enhancing ability to convert insight to action

 

Vantage Partners is a consulting and training firm that helps companies innovate more quickly, execute with greater discipline and collaborate more effectively for sustained impact and growth. Headquartered in Boston, we serve clients worldwide across multiple sectors, including biopharmaceuticals, healthcare, energy, financial services, high technology and manufacturing. We combine three decades of practical experience with an ongoing commitment to thought leadership.

Our founders have served on the faculties of Harvard University, the Tuck School of Business at Dartmouth and the U.S. Military Academy at West Point and have published award-winning books and multiple articles in Harvard Business Review and other leading journals. Our approach at Vantage is dynamic, collaborative and uniquely hands-on. We never impose our expertise but fuse it with our clients’ for exponential impact. At the same time, we challenge organizations to shake off their assumptions and consider problems from unorthodox angles.

We’re sized to deliver a global perspective and a robust range of services but small enough to be nimble, responsive and personal. Seasoned consultants helm every engagement, and partners are closely involved from start to finish. Our clients can count on seamless communication, authentic conversations and caring, down-to-earth people.

https://www.vantagepartners.com

Faculty: Vantage Partners