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Account Management Program
The Growth Plan
Grow and protect strategic accounts.
The Growth Plan helps account managers move from reactive coverage to deliberate account growth: diagnosing account health, mapping the real stakeholder landscape, detecting whitespace, and converting insight into a growth plan leadership can fund. Account management is reframed as a structured path from account evidence to expansion — participants learn to think like portfolio strategists, not order caretakers.
The Problem
Most teams do not have a retention problem. They have an account visibility and expansion problem.
Reactive coverage
Time goes to whoever calls loudest, not to the accounts with the highest growth or risk potential.
Single-threaded relationships
The account depends on one champion; a reorganization or departure puts the whole revenue base at risk.
Invisible whitespace
Cross-sell and expansion opportunities exist in the data, but no one systematically looks for them.
QBRs without a plan
Business reviews recap activity and tickets instead of presenting a growth thesis the customer can buy into.
One Blended Program — Three Integrated Components
The Growth Plan is delivered as a sequenced blended journey: each component builds on the previous one, moving participants from account logic to live practice to a real growth plan for their own portfolio.
Phase 1 · 3 × 30 min game
E-Learning
A self-paced game where participants discover the logic of account growth: diagnose the account, map stakeholders, find whitespace, prioritize plays, and secure commitment.
Builds — the foundation: account health logic and the growth opportunity matrix.
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Phase 2 · 3 × 90 min role-play
Live Online Simulation
Live role-play as account manager, customer stakeholders, manager, and observer — rehearsing account reviews, stakeholder conversations, and expansion pitches.
Builds — confidence: growth conversations pressure-tested in simulation.
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Phase 3 · 2 × 6 h seminar
In-Person Seminar
Teams apply everything to their real account portfolio — connecting diagnosis, stakeholder strategy, whitespace, and QBR storyline into one plan.
Builds — results: strategic growth plans for real accounts.
Three Core Skills of Account Growth
Account Diagnosis
Read account health across revenue, relationships, usage, risk signals, and competitive exposure.
Stakeholder Mapping
Identify decision makers, influencers, blockers, and gaps — and plan multi-threaded coverage.
Value Expansion
Detect whitespace, build the growth case, and sequence expansion plays the customer will support.
The final deliverable: a leadership-ready account growth plan
Participants leave with a concrete growth artifact — account health diagnosis, stakeholder map, prioritized whitespace, growth plays, risks, and a QBR-ready storyline — ready for manager review, CRM entry, and customer presentation. The result is not more reporting. It is a plan the account can grow on.
The Growth Map
01
Diagnose
02
Map Stakeholders
03
Find Whitespace
04
Prioritize Plays
05
Align & Commit
06
Growth Plan
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