Value-leading organizations are facing an array of trends that are challenging their ability to achieve broad-based and sustainable growth. These trends include:
The reality for strategic relationship managers is challenging. They are faced with the need to address these critical market trends while executing the business strategy, differentiating themselves from competition, and driving profitable growth.
This workshop trains the participants on the IMPAX NxtGen Account Management Process, which helps organizations effectively position its value to customers by prioritizing optimal opportunities, understanding customers better, differentiating themselves and their offerings, developing unique value propositions, expanding and leveraging their networks, and delivering professional, customer-focused messages (TUFA) to senior-level decision makers.
Step 1. Customer Co-Discovery & Value “Fit”
Step 2. The Strategic Account Business Value Plan
Step 3. Co-Create Value
Step 4. Mobilize & Align the Multifunctional Team
Step 5. Capture Value through Negotiating & Closing
Step 6. Execute Value & Deliver to Customer Commitments
Step 7. Realize/Expand Value through Overall Relationship & Outcome Management
