Account development may be the most critical business development discipline for growth, yet it’s often the discipline that – in true practice – gets relegated to a secondary or lower priority. The absence of visible urgency and the lack of clear objectives, plans, tools often lead firms to exchange nurturing and maintenance for true strategic development. Regrettably, many don’t even recognize that a golden opportunity for growth and differentiation has been lost.

In this session we’ll review how account development fits into the full process of growth, and will provide recommendations and tools to help you to begin to embed disciplined, strategic account development within your firm – a discipline which is essential to both the expansion of existing clients and to the acquisition of new client from among your strategic prospect accounts.

What you will gain:

1. A clear path for gaining, building, and evolving client relationships through the process of growth, including how account development fits within the core flow of activities.
2. A simple process you can adopt to begin to embed disciplined strategic account development within your business development and client expansion efforts.
3. A review of four tools that you can incorporate into your strategic account development efforts. Many insights from these tools can also support your other growth efforts.
4. Recommendations for starting the process of building the discipline of strategic account development within your firm. (Note: This process will take some time.)