Upon completion of this course, participants will be able to:

• Develop a comprehensive **Strategic Account Growth Roadmap** focused on long-term value co-creation.
• Master the skills of **Executive Relationship Management** and influencing C-suite strategic decisions.
• Apply advanced techniques for identifying and creating new **Value Pools** within the account (white space analysis).
• Design and lead **Joint Innovation Programs** and co-development projects with the customer.
• Develop a clear, differentiated **Value Proposition** that speaks directly to the customer's long-term corporate strategy.
• Implement a systematic process for ensuring value delivery and communicating measurable impact to the customer.
• Establish a formal **Account Governance Structure** (e.g., steering committees) with the strategic account.
• Strategically position the organization as an indispensable partner for the account's future success.

• Strategic Account Managers and Directors
• VPs of Sales and Chief Commercial Officers (CCOs)
• Business Development Leaders and Alliance Managers
• Product and R&D Leaders engaging with strategic customers
• Senior Consultants focusing on large client strategy

• Group Workshop: Conducting a Strategic White Space Analysis and Value Co-Creation Session
• Case Studies on Major Strategic Partnerships and Joint Innovation Successes
• Individual Exercise: Drafting a Personalized Value Narrative for the Customer's CEO
• Role-Playing: Leading an Executive Steering Committee Meeting and Presenting Value Metrics
• Discussions on Ethical Collaboration and the Future of Strategic Partnerships

Unit 1: Strategic Account Assessment and Potential

• Defining the characteristics of a **True Strategic Partner** versus a large vendor.
• Conducting a detailed **White Space Analysis** to uncover breakthrough growth opportunities.
• Analyzing the strategic account's long-term corporate vision, market trends, and biggest threats.
• Developing a **Growth Potential Scorecard** focused on long-term value and joint innovation.
• The imperative of **Strategic Alignment** between the two organizations.

Unit 2: Executive Relationship and Influence

C-Suite Engagement
• Mastering the protocols and best practices of **Executive Relationship Management**.
• Techniques for gaining access to and effectively communicating with the customer's C-suite.
• Developing a personalized **Value Narrative** that aligns with the executive's P&L and strategic metrics.
• Strategies for becoming a trusted, indispensable advisor to the account's key decision-makers.
• Managing internal executive sponsorship and communication for the strategic account.

Unit 3: Value Co-Creation and Joint Innovation

Partnership and Growth
• Mastering the process of **Value Co-Creation** and identifying mutual strategic benefits.
• Designing and launching **Joint Innovation Programs** or co-development initiatives with the customer.
• Developing a clear **Strategic Account Growth Roadmap** and corresponding Joint Business Plan (JBP).
• Strategies for effectively increasing **Share of Wallet** across all relevant business units.
• Utilizing customer insights from the strategic account to inform internal product and service development.

Unit 4: Account Governance and Performance

Structure and Accountability
• Establishing a formal **Account Governance Structure** (e.g., Executive Steering Committees, Quarterly Business Reviews).
• Techniques for ensuring value delivery and communicating measurable **Business Impact** to the customer.
• Developing a unified internal **Strategic Account Team** structure and communication protocol.
• Strategies for managing internal politics and resource allocation for the strategic account.
• Benchmarking the strategic partnership maturity against best practices.

Unit 5: Risk Mitigation and Competitive Lock-out

Defense and Indispensability
• Developing a comprehensive strategy to **Lock Out Key Competitors** through indispensable value.
• Systematic analysis of the competitive landscape and risk of displacement in critical areas.
• Identifying and mitigating strategic risks (e.g., account M&A, technology disruption).
• Strategies for maintaining account stability during personnel turnover and organizational change.
• Positioning the organization as the customer's **Primary Strategic Advisor** for their future.