Capital Equipment Consulting Ltd
Interlocked Training Workshops
The Business Planning Workshop looks at why key accounts and key applications are so important.
The workshop develops ways to assess our strengths against competitors and assesses how much influence each member of the customer’s buying team has and what their individual buying criteria are.
We look at how many key accounts/applications we can support, how to choose them and develops ways to assess how much time and effort we should devote to each.
Participants then use the above information to develop a plan to improve their position in particular key accounts and applications.
Finally we look at how the same method could be applied to either an individual project within a key account several key accounts that form a new market segment, geographic territories and complete market plans. We look at how we can make use of Microsoft Project, Oracle Crystal Ball or Excel to structure and monitor the business plan.
Each participant is provided with the tools to develop an optimisation of the time spent with each key account, a spreadsheet detailing the information, a report describing the results and a set of all the presentations made during the programme.
Subject Summaries Available from this Web Site
- Time management
- Risk Management
- Sales Planning
- Assessing our customers
Spreadsheets
