Executive Interviews to Create Value Workshop

Some of our customers asked us to create this workshop. When some customers start to manage their major accounts more strategically, then some unexpected issues emerged. To manage their major accounts more strategically, their Account Managers need to develop new relationships. These new relationships include C-Level leaders for example the CEO, CIO, CFO and even Board Members.

Account Managers are used to dealing at the operational and mid-management level. So for many Account Managers, building relationships with executives is unfamiliar territory. And so many Account Managers lack the confidence and knowledge to initiate and develop C-Level relationships.

Typically, once Account Managers are ready to interview account executives, they have three questions:

1. How do I get the meeting or interview?
2. What questions should I ask?
3. How will I know if the meeting or interview was successful?

This workshop provides them with the tools and processes to overcome their anxiety, and help them plan for, secure and conduct interviews with senior executives.

This workshop provides practical tools and insights to help Account Managers build stronger relationships with executives. The workshop will challenge Account Managers to change their perspectives: 

The workshop will change the focus from understanding the customer’s experience of your products and services, to understanding the senior executive’s key business issues.  Moving from only creating value for your company, to also creating value for the strategic account. Account Managers will move from just discussing operations in this financial year to discussing strategy for future financial years.

Program Objectives

After the workshop, Account Managers will deliver better results because successful executive client meetings and interviews:

• help build stronger, longer and more profitable relationships 
• help identify and develop value and profit opportunities for strategic clients 
• help build competitive advantage

• build growth and build profits

Who should attend

Experienced Account Managers used to dealing with mid-management who need the skills and confidence to build relationships with C-level leaders.

Program Outcomes

• Account Managers will successfully obtain executive meetings and interviews
• They will have the skills to prepare for executive meetings and interviews
• They will know how to develop some powerful questions
• They will capitalise on executive access to identify and develop opportunities to build value
• Account Managers will use meetings and interviews to strengthen their relationship with client executives