THINK DIFFERENTLY. SEE THINGS DIFFERENTLY. DO THINGS DIFFERENTLY.

Strategic Account Development and Management for B2B

Key Benefits to Participants

The participants will:

  • gain two (2) account-level tools that automatically point to the situation-relevant strategies  on how to win your specific account opportunities:
  • Account Business Situation Dimension
  • Mansmith’s 1-page Account Business Dimension- Situation Capture linked to…
  • Mansmith’s Pyramid Matrix of 13 Account Strategies
  • Account Organization-Relationship Situation Dimension
  • Mansmith’s 1-page Account Organization-Relationship Dimension- Situation Capture linked to…
  • Mansmith’s Matrix of Relationship Strategies

which increase the probability of  winning the account business, while cutting the time needed to plan from days to just 15 minutes!

 

  • gain Mansmith-original framework-anchored processes to win business in four (4) account situation archetypes:
  • acquiring accounts,
  • switching from competitors
  • defending incumbency/expanding account business
  • recovering dormant/lost accounts
  • apply the framework and tools to their own real-world accounts, the output of which are actual account strategies that can  immediately be executed when participants go back to their field of work

Key Benefits to Companies

Your company will gain:

  • from acquiring new accounts
  • from taking accounts away from competition
  • from defending and expanding business in existing accounts
  • from recovering accounts they have lost
  • from having reliable pipeline input figures that are realizable

Program Concept

            Participants are given a parallel strategy case to solve that will eventually reveal plenty of realizations in terms of account strategy realities.

The program provides original frameworks, guide processes and valuable templates that enable quick and practicable analysis of both business and organization-relationship dimensions. Given the findings, the templates will automatically point to the optimal business side strategy from among 13 neatly arranged strategies in a pyramid matrix, as well as the strategic relationship missions needed to win the business in relation to a particular account opportunity.

Stories, cases and examples are used to enable visualization of key learning points as well as the application end of the spectrum. A combination of methodologies such as case work analysis, dynamic group discussions, training master-induced class discussions, case work presentation and critiquing all confluence to solidify the participants’ grasp of the valuable strategies and tools. 

Program Overview

Pre-Cursor Activity: Parallel Simulation Case (will help illustrate the B2B Selling picture, components and realities)

  • Group Case analysis and dynamics
  • Presentation of strategy recommendations
  • Class-wide discussion
  • Realization extraction
  • Activity learning summary

Part 1: Demystifying the Client-side Complex Organizational Psyche

  • B2B Buying Complexities
  • Related Frameworks and Key Principles

Part 2:  B2B Account Situation Archetypes

  • Account situation archetypes
  • New acquisition
  • Switching from competition
  • Incumbency Defense
  • Recovery of lost accounts
  • Process-based Tools for situation archetype analysis
  • S.E.C.U.R.E. new acquisitions
  • S.T.E.A.L. accounts by switching from competition
  • K.E.E.P. the incumbency of won accounts
  • S.A.L.V.A.G.E. accounts lost

Part 3:  B2B Account Strategy Development – Business Dimension

  • Guided by the overall account strategy development process
  • Opportunity Analysis using a 1-Page Client Opportunity Review and Plan
  • Systematically Linked to 13 Account-level Value Propositions  laid out in easy to use pyramid-matrix for instant determination of situation-valid strategies

Part 4:  B2B Account Strategy Development – Organizational-Relationship Dimension

  • Guided by the overall account strategy development process
  • Organizational-relationship situation analysis using a 1-Page template
  • Systematically identifies organizational relationship priority work needed
  • Provides best practice strategies for every role-player-allegiance-leverage situation

Part 5A: Tool Lab 

  • Group case analysis and dynamics
  • Familiarization usage of both the business and organizational relationship templates
  • Application of knowledge of the 4 account situation archetypes
  • Familiarization on how to link and instantly identify the situation-optimal strategies on both the business dimension and the organizational-relationship dimension

Part 5B: Presentations, Critiquing and Cross-pollination Segment

  • Accomplished Tools Presentation
  • Account Review and Planning Simulation
  • Multi-dimension Learning
  • As themselves
  • As their clients
  • As their competition
  • From critiquing co-participants
  • From being critiqued by co-participants
  • From the critiquing and coaching of the Training Master
  • Summary of learning points per case

Case examples from the following products / industries may be cited:

  • Advertising
  • Automotive
  • Agriculture
  • Banking and Finance
  • Construction
  • Education
  • Energy
  • Food & Beverage
  • Insurance
  • Personal Care
  • Professional Services
  • Telecom
  • Technology

Case examples of the following scenarios shall be discussed:

  • Understanding the complex nature of account development of institutional, corporate and enterprise accounts
  • Psychology of the buying organization
  • Finding the weakness of incumbents to enable switching accounts from competition
  • Plugging own incumbency weaknesses to avoid account loss to competition
  • Strategizing to acquire new accounts
  • Planning on how to recover lost accounts
  • How to still win the business even if the client’s decision maker is an enemy
  • When and how to use Master and Puppet strategies
  • 13 Value proposition strategies where 10 are not about giving away profit unnecessarily through price cuts

Target Audience

This course should be required of every person engaged or about to be engaged in handling accounts such as institutional, corporate, enterprise accounts or accounts along the value chain regardless of whether your company is selling products, services or a combination of both. It is suggested that account management team members from the head to the front liners should undergo this training program so that no one becomes a weak link (loses account opportunities or throws profits away).  Likewise, companies would benefit from sending to this program their account development support group members, such as those coming from finance, marketing, operations and even the technical side, for as long as they may have a say or are part of the critical process that enables or detrimentally incapacitates acquiring clients and client opportunities. After all, business-to-business selling is not only the responsibility of the accounts people, though they must be held accountable for it.

ABOUT THE INDUSTRY EXPERT

Rowen Untivero

Partner and Chief Sales Strategist

28 years of successful sales, buying and negotiation practice, injector of science in the fields of selling, negotiation, sales management, business-to-business marketing, and retail optimization as well as management via his original framework, processes and tools. He is the pioneering developer of the world’s first mathematics of negotiation, strategic nego-mapping methodology, 3D Language Wheel (verbals tones and body language), selling  mechanics as well as systematic account development strategies, tools in a business-to-business setting,  sales management framework, simplified problem solving, effective coordination, the 4 modes of management, conflict resolution, problem solving, effective coordination and smoothen communication in organizations and many more. He provides a 360-degree and multi-dimensional set of perspectives from that of the CEO, middle management, down to that of the front-liner and staff member and has had exposure in almost every industry.

On-site Rate

(If paid on or after the seminar)

REGISTRATION
Closing Date

15,888.00

+Vat

Deadline : Aug 31, 2018