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Training Courses

Strategic Account Planning and Client Relationship Management

Course Code
ML133
Category
Management And Leadership
Course ID
2977
Course Outline

Course Overview

Success in competitive markets depends on the ability to build and sustain strong, long-term client relationships. DIXONTECH designed this training to empower professionals with the strategic tools and frameworks needed for effective account management. The course helps participants develop strategic account plans, deepen client engagement, identify growth opportunities, and drive mutual value creation through consultative relationship-building and proactive client care.

TRAINING TOPICS

  • Strategic account planning and portfolio analysis
  • Client relationship management frameworks and models
  • Consultative selling and value-based engagement
  • Client retention, loyalty, and satisfaction metrics
  • Managing key accounts for sustainable growth

BY THE END OF THIS TRAINING COURSE, DELEGATES WILL BE ABLE TO:

Develop and implement strategic account plans that build stronger client relationships and ensure consistent business growth.

  • Design and execute long-term account strategies
  • Strengthen trust and relationship credibility
  • Identify client needs and growth potential
  • Apply value-based and consultative selling methods
  • Manage key client communication effectively
  • Evaluate account performance and client satisfaction
  • Foster collaborative, win–win partnerships

TRAINING IS TAILORED TO:

Ideal for professionals responsible for managing clients, building business relationships, and driving account profitability.

  • Account Managers and Key Account Executives
  • Business Development Managers
  • Client Relations and Customer Success Managers
  • Sales and Marketing Executives
  • Strategic Partnership Managers
  • Service Delivery and Account Operations Leaders
  • Corporate Relationship and Retention Specialists

TRAINING METHODOLOGY

This DIXONTECH course combines real-world case studies, interactive simulations, and collaborative workshops. Participants work through practical account planning exercises, customer journey mapping, and client communication strategies to develop actionable plans that align with business objectives, increase retention, and strengthen client loyalty.

DAY 1
STRATEGIC ACCOUNT MANAGEMENT FOUNDATIONS

  • Understanding strategic account management principles
  • Defining the value of client-centric strategy
  • Mapping account types and key client segments
  • Identifying business drivers and client priorities
  • Analyzing competitive positioning and market trends
  • Assessing account potential and profitability
  • Linking account strategy to business objectives

DAY 2
ACCOUNT PLANNING AND OPPORTUNITY DEVELOPMENT

  • Structuring a strategic account plan framework
  • Setting measurable and realistic account objectives
  • Identifying cross-selling and upselling opportunities
  • Applying opportunity management and pipeline tools
  • Forecasting and prioritizing strategic client opportunities
  • Integrating digital tools for account analytics
  • Building alignment between sales and delivery teams

DAY 3
CLIENT RELATIONSHIP AND ENGAGEMENT STRATEGIES

  • Building trust-based and long-term partnerships
  • Practicing consultative and value-driven communication
  • Understanding client decision-making behavior
  • Managing stakeholder expectations and influence
  • Designing client engagement and feedback systems
  • Strengthening emotional intelligence in client management
  • Handling conflicts and service recovery diplomatically

DAY 4
CLIENT RETENTION AND PERFORMANCE MANAGEMENT

  • Measuring client satisfaction and loyalty indicators
  • Implementing retention and relationship growth programs
  • Monitoring account health and early warning signs
  • Managing performance reviews and client scorecards
  • Conducting quarterly business reviews (QBRs)
  • Aligning internal teams for client success
  • Using CRM data to track client performance

DAY 5
STRATEGIC RELATIONSHIP GROWTH AND VALUE CREATION

  • Transforming clients into long-term business partners
  • Leading strategic dialogues and co-innovation sessions
  • Designing joint value propositions and success plans
  • Leveraging feedback to drive continuous improvement
  • Building strategic alliances and collaborative networks
  • Sustaining client relationships through change and transition
  • Final workshop: Account growth and retention roadmap

 

Course Schedule

Discounts and Registration

Group & Corporate Discounts:
Available for companies enrolling multiple participants to help maximize ROI.
Individual Discounts:
Offered to self-sponsored participants who pay in full and upfront.
Registration Process:
Corporate nominations must go through the client’s HR or Training department.
Self-nominations must be prepaid via the “payment by self” option.
Confirmation:
All registrations are subject to DIXONTECH’s approval and seat availability.
Refunds:
Provided in case of course cancellation or no seat availability.
Tax Responsibility:
Clients are responsible for any local taxes in their country.