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
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