Case Study
650% ROI through world-class client engagement
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Account Management
The challenge: Retaining and growing strategic accounts is essential for revenue and profitability, yet many account managers focus on reacting to issues instead of proactive selling. This is compounded by inward-focused account planning that fails to engage customers or target high-potential accounts.
The solution: SBR helps teams prioritise accounts, identify risks and opportunities, engage stakeholders, uncover untapped potential, and align propositions with client needs. This approach builds the knowledge and relationships needed to create and convert opportunities that deliver mutual value.
The benefits
We focus on creating an approach that is relevant for your organisation and that enables your people to:
- Segment and prioritise their account base.
- Identify risks, strengths and opportunities within their accounts so that they can create a plan of clearly defined objectives and actions.
- Understand and articulate the value that they can add at a business and personal level within the account.
- Identify, profile and access key stakeholders across all levels of the account.
- Identify the white space / untapped opportunity that exists.
- Analyse the competitive landscape.
- Identify risks, strengths and opportunities within their accounts so that they can create a plan of clearly defined objectives and actions.
Sample programme
Module 1
The foundations
- The value of effective account development.
- Creating a plan-on-a-page.
- Relationship analysis.
- The emotional bank account.
Module 2
Creating value
- Cross-selling & upselling.
- Rigorous analysis of white space (inc. timing).
- Capturing past delivered value from the customer perspective.
- Building reference stories.
Delivery options for this can include:
- Building account plans.
- CRM integration.
- 1:1 real plays and supplementary resources.
- Remote or in-house training.
- Train the trainer.
