Class Description

The comprehensive curriculum includes classroom lectures, interactive activities and simulations, and assignments to be completed back in the field. Skill development coursework includes:

• Case studies and scored simulations
• Strategic account planning
• Executive level presence
• Customer relationship management

Hiring managers can be confident that account manager candidates who have completed this program are able to craft and position a superior value proposition that resonates with key decision makers, and provide world-class account management aligned to the priorities of customers in key accounts.

OUTCOMES

• Define what “good” Account Management looks like
• Identify environmental trends and relevant insights to their market
• Utilize critical thinking processes to enhance strategic thinking
• Discuss how organizational structures and communication networks influence customer decision making
• Refine and simulate an elevator speech to position for access
• Understand, create, and position their value proposition
• Utilize the Gapping Diamond process that enables Account Managers to understand customer’s key business issues
• Develop a strategic plan for their assigned account
• Apply business processes through case studies and simulations

AGENDA

Day 1:

• Opening, HC Market Overview & PEST Analysis
• Key Trends in US HC Market
• Strategic Thinking & Planning: Objectives, Key Issues & Strategies

Day 2:

• Key Decision Makers, Their Priorities & Positioning Statements
• Business Conversations & Value Proposition
• Payer Panel

Day 3:

• Solution Call Framework & Joint Account Plans
• Office hours: Time to pressure test ideas with Brooks
• Executive Presence & Closing