Major Account Planning Training (MAP)

Course Info

Length: 1 Week

City: Kuala Lumpur

Type: In Classroom

Available Dates

  • Apr-01-2024

    Kuala Lumpur

  • May-06-2024

    Kuala Lumpur

  • June-03-2024

    Kuala Lumpur

  • July-01-2024

    Kuala Lumpur

  • Aug-05-2024

    Kuala Lumpur

  • Sep-02-2024

    Kuala Lumpur

  • Oct-07-2024

    Kuala Lumpur

  • Nov-04-2024

    Kuala Lumpur

  • Dec-02-2024

    Kuala Lumpur

Dates in Other Venues

  • Mar-11-2024

    Singapore

  • Mar-11-2024

    Paris

  • Mar-18-2024

    Dubai

  • Mar-18-2024

    Barcelona

  • Mar-25-2024

    London

  • Mar-25-2024

    Amsterdam

  • Apr-01-2024

    Istanbul

  • Apr-08-2024

    Paris

  • Apr-08-2024

    Singapore

  • Apr-15-2024

    Dubai

  • Apr-15-2024

    Barcelona

  • Apr-22-2024

    London

  • Apr-29-2024

    Amsterdam

  • May-06-2024

    Istanbul

  • May-13-2024

    Singapore

  • May-13-2024

    Paris

  • May-20-2024

    Dubai

  • May-20-2024

    Barcelona

  • May-27-2024

    Amsterdam

  • May-27-2024

    London

  • June-03-2024

    Istanbul

  • June-10-2024

    Paris

  • June-10-2024

    Singapore

  • June-17-2024

    Dubai

  • June-17-2024

    Barcelona

  • June-24-2024

    Amsterdam

  • June-24-2024

    London

  • July-01-2024

    Istanbul

  • July-08-2024

    Singapore

  • July-08-2024

    Paris

  • July-15-2024

    Dubai

  • July-15-2024

    Barcelona

  • July-22-2024

    London

  • July-29-2024

    Amsterdam

  • Aug-05-2024

    Istanbul

  • Aug-12-2024

    Singapore

  • Aug-12-2024

    Paris

  • Aug-19-2024

    Barcelona

  • Aug-19-2024

    Dubai

  • Aug-26-2024

    London

  • Aug-26-2024

    Amsterdam

  • Sep-02-2024

    Istanbul

  • Sep-09-2024

    Paris

  • Sep-09-2024

    Singapore

  • Sep-16-2024

    Barcelona

  • Sep-16-2024

    Dubai

  • Sep-23-2024

    London

  • Sep-30-2024

    Amsterdam

  • Oct-07-2024

    Istanbul

  • Oct-14-2024

    Paris

  • Oct-14-2024

    Singapore

  • Oct-21-2024

    Barcelona

  • Oct-21-2024

    Dubai

  • Oct-28-2024

    Amsterdam

  • Oct-28-2024

    London

  • Nov-04-2024

    Istanbul

  • Nov-11-2024

    Paris

  • Nov-11-2024

    Singapore

  • Nov-18-2024

    Barcelona

  • Nov-18-2024

    Dubai

  • Nov-25-2024

    London

  • Nov-25-2024

    Amsterdam

  • Dec-02-2024

    Istanbul

  • Dec-09-2024

    Singapore

  • Dec-09-2024

    Paris

  • Dec-16-2024

    Dubai

  • Dec-16-2024

    Barcelona

  • Dec-23-2024

    London

  • Dec-30-2024

    Amsterdam

Course Details

Course Outline

5 days course

 

Introduction & Analyse the Account

 

  • Account planning and management framework
  • A major account planning process
  • Reviewed essential account information
  • Defined key trends
  • Determined the revenue gap to be closed
  • Set an initial account strategy

 

Identify Business Initiatives and Pain and Assess Relationships

 

  • Defined business initiatives within their account
  • Explored how business initiatives can generate pains in a company
  • Considered where their offerings impact the Income Statement
  • Identified potential stakeholders in the account
  • Identified gaps in relationship coverage
  • Identify influential individuals in the account
  • Identified success that can be reported to fend off competition
  • Assessed competitive presence and areas of account penetration

 

Identify New Business and Prioritize Opportunities

 

  • Identified areas of new opportunity (“white space”) within the account
  • Identified potential, new business initiatives that could be positioned
  • Determined criteria for prioritizing opportunities
  • Created a prioritized portfolio of account opportunities
  • Determine Strategy And Coverage
  • Selected an account-level strategy
  • Revisit the vision for the account
  • Identified resources required to:
  • Maintain the current pipeline
  • Improve account relationships
  • Help launch new opportunities
 
Develop an Execution Plan

 

  • Reviewed the actions identified during previous exercises
  • Defined SMART objectives for developing the account
  • Grouped actions to support plan objectives
  • Exercise: Develop an Execution Plan

 

Getting Started with the MAP Methodology and Manage the Account

 

  • Activities for managing the account annually
  • Account planning and trusted advisor status over time
  • Discussed best practices for preparing an account review
  • Learned a method for conducting account plan reviews
  • Given and/or received feedback on an account plan review
  • Reviewed a structure for periodically reporting success to the account
  • Exercises:  Team Account Plan Reviews

Course Video