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Strategic Account Planning

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Course Overview

This intensive workshop covers the essential knowledge needed to best enhance the profitability of the accounts you manage.

You will leave the training with the skills to build long-lasting relationships to improve client retention rates, and develop cross and upselling opportunities within new and existing key accounts.

In-Company Only

Duration: 5 Days

PRICE: Contact Us


Why Choose This Course?

Why choose the programme

  • Build a company specific ‘best practice’ plan
  • Apply customer focused selling and understand client needs
  • Develop better cross selling and upselling strategies
  • Evaluate your sales pipeline and potential
  • Highly interactive with practical exercises and case studies

Who is it for?

  • Sales Consultants
  • Sales Support
  • Account Managers

Programme Modules

  • Business Drivers
  • Strategic Planning
  • Relationship Management
  • Complex Accounts
  • Client's Objectives & Needs
  • Financial & Environmental Analysis
  • Change Management
  • Client Communications
  • Value Propositions  
  • Case Studies

Learning Outcomes

Benefits for the Professional

  • Prioritise each of your accounts based on proven frameworks
  • Work out a relationship and communication plan for your accounts
  • Create a multi-level influencing strategy for all areas of the clients’ business
  • Assess your client’s organisational culture and adapt to it
  • Migrate from a tactical to a strategic relationship

Benefits for the Organisation

  • Understand key business drivers of account strategy
  • Retain and grow key accounts by strategically aligning to your clients
  • Improve profit margins by upselling, cross selling, and forming partnerships. 
  • Complete an environmental analysis for your client
  • Develop a competitor matrix to understand your client’s objectives

What Are People Saying?

Programme Details

Module 1

Business Drivers

Module 2

Strategic Planning

Module 3

Relationship Management

Module 4

Complex Accounts

Module 5

Client's Objectives & Needs

Module 6

Financial & Environmental Analysis

Module 7

Change Management

Module 8

Client Communications

Module 9

Value Propositions

Module 10

Case Studies

Delivery format

All our courses can be delivered in the following methods based on your business requirements


We’ll hand pick a leading practitioner to create and deliver a programme at your location.


We develop specialised online learning programmes using our virtual learning platform delivered as a live online classroom or self paced on-demand.


A mix of online and face-to-face training customised to your requirements.

Get in touch

If you would like more information, we look forward to hearing from you. Please contact:


T: +44 (0)781 859 8479