Tentang Program
Ketergantungan pada sedikit pelanggan besar meningkatkan concentration risk. Relasi personal saja tidak cukup ketika buyer berganti atau procurement menekan harga. Peserta menggunakan akun nyata untuk menilai potensi, risiko, whitespace, stakeholder, dan growth initiative.
Business Challenges
- Account plan hanya berisi target penjualan tanpa analisis economics, potential, risk, dan strategic fit.
- Hubungan bergantung pada satu kontak sehingga rentan terhadap perubahan organisasi atau procurement pressure.
- Peluang retention, cross-sell, dan co-creation belum dikelola sebagai opportunity portfolio.
- Review akun belum memiliki milestone, owner, executive sponsor, dan governance yang konsisten.
Learning Outcomes
- Menilai account attractiveness dan position berdasarkan revenue, margin, potential, service cost, serta risk.
- Membangun stakeholder map yang mencakup influence, attitude, access, dan coverage gap.
- Mengembangkan value hypothesis, whitespace map, serta portfolio peluang retention dan growth.
- Menyusun strategic account plan dengan objective, initiative, milestone, owner, dan review rhythm.
Learning Modules
- Account Diagnosis & Prioritization — Peserta menganalisis revenue, margin, concentration, potential, strategic fit, service cost, dan risk. Output: account attractiveness–position matrix.
- Account Diagnosis & Prioritization — Peserta menganalisis revenue, margin, concentration, potential, strategic fit, service cost, dan risk. Output: account attractiveness–position matrix.
- Stakeholder & Relationship Strategy — Peserta memetakan role, influence, attitude, access, coverage gap, dan relationship objective. Output: stakeholder engagement plan.
- Stakeholder & Relationship Strategy — Peserta memetakan role, influence, attitude, access, coverage gap, dan relationship objective. Output: stakeholder engagement plan.
- Value & Opportunity Development — Peserta membangun customer business insight, value hypothesis, whitespace map, cross-sell, retention, dan innovation opportunity. Output: opportunity portfolio.
- Value & Opportunity Development — Peserta membangun customer business insight, value hypothesis, whitespace map, cross-sell, retention, dan innovation opportunity. Output: opportunity portfolio.
- Strategic Account Plan — Peserta menyusun objective, initiative, milestone, owner, risk, governance, dan executive sponsor cadence. Output: one-page strategic account plan.
- Strategic Account Plan — Peserta menyusun objective, initiative, milestone, owner, risk, governance, dan executive sponsor cadence. Output: one-page strategic account plan.
Target Participants
Sales Executive, Account Manager, Business Development, Sales Supervisor, Commercial Manager