Target Audience

Business Account Managers, National Account Managers, Customer Account Managers and Commercial Account Mangers who are developing the business to a strategic and partnership level.

Purpose

In the business world of the 21st century costs reduction is one of the key drivers. The commercially -driven Business Manager is faced with this issue as part of everyday business life and needs to develop to the next level in order to deliver the strategic model to his role. This module brings together the company’s business mission to the functional strategic and tactical plans, with a link to the major customer three year business plan. It covers all aspects of partnership working and internal cross functional working in order to improve business and account profitability

Programme Content

• Job role and responsibilities
• Accountabilities
• Critical success factors/competencies
• Strategic business planning
• The internal cross functional working process
• The competition within our trade sectors. Do we really know them?
• The business plan 1yr or 3 yr
• The partnering process, partner or supplier?
• The power balance, where does it sit?
• The inverted butterfly process.
• Team action to deliver the business plan
• The future account strategy linked to the business mission
• Growing our account profitability, reducing waste from our operation
• The price of non conformance versus the price of conformance
• Process and product innovation planning for account growth
• Evening self-study
• Post-course action plan

Methodology

The two day workshop reviews the negotiation skills, competencies and critical factors needed in today’s competitive market place. It challenges delegates’ knowledge of their competitors and how to better understand them. It also provides the strategic model to deliver the three year growth plan along with how to improve profitability from internal working and reducing waste.

Outcomes

Delegates will gain a full understanding of the strategic planning process for profitable business growth. They will use exercises to gain a better understanding of their competitors against their own business. In addition they will grasp the process of influencing and developing internal cross functional working in order to improve account profitability and reduce waste from their account portfolio. Delegates will develop the skills necessary for effective customer partnering that delivers long term sustained growth.