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.
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
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.
