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Account Management Skills Ltd/Account Accelerator: Create a client-centric plan to add more value and grow your existing accounts in 9 weeks
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Account Accelerator: Create a client-centric plan to add more value and grow your existing accounts in 9 weeks

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This programme is for ambitious client-facing agency team members who are responsible for account growth. 

You'll create a client-centric plan and have a repeatable system to increase revenue from existing accounts and take the agency from unpredictable project revenue to more predictable account growth.

It’s beneficial for those with at least  a couple of years client management experience who want a non-salesy, authentic way to have client improvement conversations, proactively add value to the client’s business and expand the account. 

It’s ideal for ambitious agency account managers keen to improve their consultancy skills who want to be seen as a client’s trusted advisor not an order taker.  

During the nine week programme there are five 90 minute coaching sessions every fortnight with short exercises between sessions.

I always meet anyone who wants to come on the programme to check it's a good fit.

For more information please drop me a line at jenny@accountmanagementskills.com, connect with me on LinkedIn at Jenny Plant or use the calendar below to book a 20 minute discovery call with me to find out more about the programme. 

I look forward to hearing from you.


Book a 20 minute discovery call

Testimonial videos

Contents

Introduction and overview

Welcome and Account Accelerator overview
Account Accelerator roadmap.pdf
Account Accelerator programme contents.pdf

Module 1: Raise your value

Module 1 (part 1) - Why grow existing accounts?
Module 1 (part 2) - Retention vs Growth
Module 1 (part 3) - The value ladder
Module 1 (part 4) - What are 'Level 4' future focussed ideas
Module 1 (part 5) - 'Bronze' idea example and client story
Module 1 (part 6) - 'Silver' idea example and client story
Module 1 (part 7) - 'Gold' idea example and client story
Module 1 (part 8) - 'Platinum' idea example and client story
Module 1 - The value ladder.pdf
Module 1 - 3 steps to proposing an idea.pdf

Module 2: Focus your time

Module 2 - Focus your time
Module 2 - Categorise clients and relationship map.pdf

Module 3: Diagnose the client

Module 3 - (part 1) Understand Laddering Up
Module 3 - (part 2): How to kick off a meeting & gain equal business stature (5Ps)
Module 3 - (part 3) Why do we need to ask great questions?
Module 3 - (part 4) What do we need to know before we ask questions?
Module 3 - (part 5) How should we ask questions?
Module 3 - Roadmapping session agenda template.pdf
Module 3 - QBR principles and agenda examples.pdf
Module 3 - Pre-meeting plan template.pdf
Module 3 - Client questioning framework.pdf
Module 3 - Ladder up goals.pdf
Module 3 - Research your client.pdf

Module 4: Ask for referrals

Module 4 - (part 1) How to ask for referrals
Module 4 - (part 2) Ask for a referral at the beginning of a project
Module 4 - (part 3) How to gain access to other parts of the client's business
Module 4 - (part 4) Testimonial template
Module 4 - Testimonial template.pdf
Module 4 - Timing and planning referrals.pdf
Module 4 - How to speak to more senior decision makers.pdf
Module 4 - Embark referral script.pdf
Module 4 - Educate referral script.pdf
Module 4 - Evaluation referral script.pdf
Module 4 - Exceptional referral script.pdf
Module 4 - End.Exceptional referral script.pdf

Module 5: Increase your influence

Module 5 (part 1) - How to use a client story
Module 5 (part 2) - Introduction to status quo bias
Module 5 (part 3) - Four elements of status quo bias
Module 5 (part 4) - How to present an idea with status quo bias in mind
Module 5 (part 5) - An example of presenting with status quo bias in mind
Module 5 (part 6) - Adapt your social style to increase rapport with your clients
Module 5 (part 7) - How to reach more senior people in the client organisation
Module 5 - Client stories.pdf
Module 5 - How to present an idea with status quo bias in mind.pdf

Module 6: Create the journey

Module 6 - Create the Journey
Module 6 - Client journey and growth actions.pdf

Module 7: Build your authority

Module 7 Build your authority
Module 7 - LinkedIn readiness checklist.pdf
Module 7 - Personal positioning statement template.pdf

Module 8: Reduce relationship risk

Module 8 - Reduce relationship risk
Module 8 - Account review and project washup template.pdf

Module 9: Create the plan

Module 9 - Client Development (Part 1)
Module 9 - Client development (Part 2)
Module 9 - Client Development Part 3
Module 9 - Client development plan template.pptx