Looking at Accounts and Opportunities Strategically
  Overview | Workshop | Additional Modules

Typical Agenda Account and Opportunity Management Workshop DAY ONE DAY TWO Introduction Introduction Account Management Opportunity Management Account's Relationship With Us Key Points Summary Business Snapshot Win / Loss History Summary Win / Loss Detail Satisfaction and Added Value History Senior Management Calls The MAP Process MAP = Map - Analyze - Plan Identifying the Buyers and Influencers What are their Roles? Identifying and Resolving Flags Account Information Organization Chart Key Influencers People Network Relationships Technology Platform Application Systems Account's Vendor Relationships Decision / Contract Approval Process The Decision Making Process For an Opportunity, NOT an Account Identifying Key Variables (Influencers, Roles, Attitude, Issues, Driver, and more) LUNCH Account's Future Key Issues / Factors / Trends Goals and Objectives Technical / Systems Plans Account Needs = Our Opportunities Opportunity MAP Real Examples Questions We Need Answers To Opportunity Action Plan Opportunity Information Needed Communicating With the Team Our Future - With the Account Goals and Objectives Factors Analysis Strategic What's and How's Strategic Summary and Picture Our Action Plan Information Needed Account Plan Workshop Opportunity MAP Workshop