How can your Account Managers connect with Senior Executives?
To manage their major accounts more strategically, Account Managers need to develop executive relationships. To develop executive relationships Account Managers need to connect with C-Level Executives - for example the CEO, CIO, CFO and even Board Members.
However most Account Managers are used to dealing at the operational and mid-management level. So building relationships with Senior Executives is unfamiliar territory. Many Account Managers lack the confidence and knowledge to initiate and develop C-Level relationships. In short to connect with their account's Senior Executives.
Because the first meeting with a Senior Executive is critical - most times you will only get one chance - having the skills and confidence to prepare for and effectively manage the first meeting is vital.
Typically, once Account Managers are ready to meet with Senior Executives at their major accounts, they have three questions:
- How do I get the meeting or interview?
- What questions should I ask?
- How will I know if the meeting or interview was successful?
This workshop provides Account Managers with the tools and processes to overcome their anxiety, and help them plan for, secure and conduct meetings with Senior Executives. During this workshop attendees will be asked to prepare for and conduct a meeting with a real Senior Executive, as well as analyse a media interview with a public company CEO as if they were preparing to meet with this executive.
This workshop provides practical tools and insights to help Account Managers build stronger relationships by connecting with Senior Executives. The workshop will challenge Account Managers to change their perspectives:
Your company’s products & services Your strategic accounts business issues
Only creating value for your company Also creating value for your strategic account
This change of perspective and increased confidence will focus Account Managers on their customer's business results and key issues. Creating joint value for both companies and moving discussions to be more strategic.
After the workshop, Account Managers will deliver better business results because successful executive client meetings:
- help build stronger, longer and more profitable relationships
- help identify and develop value and profit opportunities for strategic clients
- help build competitive advantage
- build growth and build profits
Who should attend
Experienced Account Managers used to dealing with mid-management at their major accounts, who need the skills and confidence to build more strategic relationships, and connect with Senior Executives.
Account Managers will:
- obtain executive meetings
- have the skills to prepare for executive meetings
- know how to develop some powerful questions
- capitalise on executive access to identify and develop opportunities to build value
- use meetings to strengthen their relationship with client executives
Facilitator: Gary Peacock
Head of Innovation and Research
Gary is a specialist in improving and sustaining business performance. He improves performance through business coaching on implementing effective strategies and change management tactics to influence daily behaviour. One of Gary's specialities is presenting and communicating complex information in simple and interesting ways to diverse audiences from the boardroom to the factory. He is able to solve impossible complex problems with creative and practical solutions.
He has over 20 experience in senior leadership roles and is a member and contributor to the Strategic Account Management Association (SAMA). His strengths include; improving and sustaining business performance, strategy, change management, simplifies complex information, strategic account management, innovation and problem solving. He is the best-selling author of two business books: Managing B2B customers you can't afford to lose and Persuading for Results.
His academic achievements include:
- Master's degree from Cranfield Technology School, UK
- MBA from Australian Graduate School of Management (AGSM)
- Member of Australian Institute of Company Directors (AICD)