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Strategic Account Management and Renewal Planning

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Course Overview

Strategic Account Management and Renewal Planning opens with a quietly dangerous situation: the contract renews in four months, the client relationship is fine, and fine is not going to survive a competitive rebid. The course builds account planning, renewal strategy, and competitive defense skill for key account managers protecting valuable, at-risk relationships. Delegates leave with an account

Key Takeaways

1
Build a strategic account plan that goes beyond relationship maintenance
2
Map relationships across a client organization to identify renewal risk
3
Demonstrate value proactively ahead of a renewal decision, not reactively
4
Defend a strategic account against a credible competitive threat
5
Apply a complete account plan to one of your own real strategic accounts

Certifications

LEORON - Professional Development Institute
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LEORON is the leading corporate training and EdTech company in the EMEA region, with the most comprehensive learning and development solutions in all strategic corporate functions, including Corporate Finance, HR, Procurement and SCM, Technology, Quality, Operations and Engineering. Through instructor-led sessions, in-company training, and coaching, our faculty of experts deliver over 1200+ programs annually, while 25,000+ professionals are equipped with up-to-date relevant education and the latest tech solutions across the EMEA region.We help our valued clients with a wide range of services, including Training Needs Analysis, Competency Development and Assessment, and custom-built e-Learning solutions that cater to specific industries and knowledge areas.LEORON mission remains boosting competitiveness of our clients worldwide through continuous learning, while we strive to achieve our vision of becoming the best quality corporate training and EdTech Company in the EMEA and the world.Whether our clients are facing difficulties re-organising their brand, equipping their workforce with an extra set of skills or aiming to assess competencies within an existing structure, our development planning is a great solution.LEORON’s mission is to help our worldwide clients boost their competitiveness by improving the competency levels of their employees, through top quality training and development solutions delivered by unrivaled global experts and facilitated by the best training managers in the industry.

Course Outline

1. Why a fine relationship is not enough to survive a rebid
2. Account planning fundamentals for strategic accounts
3. Relationship mapping across the client organization
4. Value demonstration ahead of a renewal decision
5. Competitive defense strategy
6. Building your account plan for one real strategic account

Who Should Attend?

This course is for key account managers and senior client-facing professionals responsible for protecting valuable accounts through a competitive renewal cycle. It is particularly relevant for those whose client relationship is currently stable but facing an upcoming rebid.

FAQ

Who should attend this course?
Key account managers and senior client-facing professionals responsible for renewal outcomes on strategic accounts.
What is the account plan template?
A structured account planning document delegates complete for one real strategic account during the program.
Is this course only relevant close to a renewal date?
The planning principles are most effective when applied well ahead of a renewal, which the course explicitly encourages.

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