Account Planning
The "Account Planning" training course aims to enable participants to develop a structured, operational method for managing strategic accounts. Based on an in-depth understanding of the client—including their challenges, ambitions, strategy, and pain points—participants assess the current situation and performance, identify key strategic issues, and map out the key stakeholders.
This analysis makes it possible to set quantified ambitions for the next 12 to 24 months and translate them into a concrete account strategy—incorporating risks and opportunities—followed by an action plan that is quantified, prioritized, and scheduled.
Audience
The "Account Planning" training course is designed for anyone responsible for managing and steering a client account.
Accessibility
We are committed to accommodating individual needs; the training is accessible to people with disabilities. Our teams are at your disposal to tailor the training program to your specific requirements. For further information, please contact our designated coordinator at adubois@adngroup.com, and your request will be handled accordingly.
Prerequisite
Proven aptitude for negotiation
Programme
Our team is at your disposal to adapt the training according to your needs as quickly as possible.
The training is conducted by our experts at the location of your choice.
Our experts in complex commercial negotiation come from operational backgrounds within various industrial groups. They have led numerous negotiations on behalf of their companies and have dealt daily with conflict and the demanding nature of negotiations between buyers and suppliers in the mass retail sector, covering both national and international agreements. Throughout their careers, they have held roles focused on negotiation and the management of negotiation teams.
Objectives
- Analyze an account from business, strategic, organizational, and relationship perspectives
- Understand clients' true stakes, priorities, and key drivers
- Map out decision-makers, influencers, allies, and blockers
- Identify and prioritize growth opportunities
- Define an overarching strategy and the specific contribution of each client account
- Develop a comprehensive sales action plan and set priorities
- Anticipate risks and prepare for upcoming negotiations
- Mobilize internal teams around account planning
- Manage and actively maintain plans over time
Evaluation
- A live assessment at the end of the masterclass session
- A comprehensive debriefing of the case studies and situations covered during the training
Financing
ADN Group is a Qualiopi certified training organization and, as such, is eligible for different sources of financing for your training project.
Since December 2021, ADN Group has been Qualiopi certified in the Training Action category.
You can benefit from funding through your skills operation (OPCO)
Our training courses are eligible for funding from the European Social Fund.