Winning Major Clients: Your Strategic Approach
You understand the benefits of winning major clients and key accounts; you may have even had some success in this area. This workshop helps you develop a strategic approach and gives you the tools to support your team, while holding them accountable to best practice in engaging and winning major clients.
The facilitated session supports you in focusing on:
- Understanding the internal strategic decisions needed around winning major clients or customers.
- Identifying the risks and common mistakes to be aware of and avoided.
- Planning a companywide approach to winning major customers or clients, including:
- o Understanding the true customer drivers and motivators.
- o Engaging the whole organisation in this new strategic approach.
- o Understanding the key stages from a major client’s perspective (living in your customer’s world).
Developing and using a simple process to support the companywide approach to winning major clients, this workshop includes the following:
- Having a strategy to engage each of your team in the process of winning a major client.
- Creating a shared approach and accountability for the team around you.
- Building specific plans and actions to engage the whole of the organisation in this activity (including holding your key team to account on this).
- Using existing tools and knowledge and building on this to create more sales success.
Once this has been covered we will look at the specific approaches proven to be engaging for major clients and focus in on one critical aspect. This aspect is around the “Sleepless Nights” experienced by the directors in your potential customers. Using your own experiences, you can help your teams understand the key emotional drivers and how they can discover the strategic elements that result in higher value, longer term sales.
Ultimately you will be able to communicate and share strategy ideas around winning major customer and clients:
- Discussing how to implement plans specific to your own organisation via your senior managers.
- Creating a focus on how you achieve the next round of major client acquisition.
- Planning each functions and individuals stake in winning major clients.
- Applying the tools to identify gaps and work to fill this with their own teams.
- Helping you and your teams understand the critical strategic drivers that cause individuals within business to have sleepless nights, and how solving these things gives you a significant commercial advantage.
Can be run as a half day workshop and full day retreat.
Added February 2017.