Training Programs: Relationship Managers
Relationship Manager: Agenda
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I. First Thoughts
- Excellence is a Front-End Decision
- Program Objectives & Format
- Our Understanding of Your business Objectives
II. Time Management for Account Managers
- Prioritizing Your Responsibilities
- Allocating Time: Guidelines and Best Practices
III. Segmentation and Planning with External
Clients
- Developing an Ideal Client Profile
- Defining a “Balanced Relationship”
- Differentiating Levels of Service
- Allocating Time
Lunch
IV. Planning with Internal Clients
- Defining a “Balanced Relationship”
- Determining Level of Service
- Motivating the Team – Four Critical Questions to Answer
- Allocating Time
V. Best Practices in Client Management
- External Client: Reports and Procedures
- Internal Client: Reports and Procedures
- The Perfect Day
I. Refining Your Performance Measurement System
- A Process for Ranking Client Performance
- A Process for Evaluating Your Performance
- Building the Scorecards
- Connecting the System to Objectives and Compensation
II. The Sales Process
- The Process Defined
- Meeting Objectives and Action Steps – the Enhanced
Relationship
Lunch
III. Building Your Action Plan
- Define the opportunity and objectives
- Establish the sequence of action steps
- Assign accountability
- Allocate time
IV. Program Review and Installing the Plan
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