Account Management (3DAM™)
Maximising the return from customer relationships.
You probably have an account planning process. It probably doesn’t work.
Most account plans contain large amounts of data, but little insight. Most planning sessions are just reporting sessions, not problem-solving ones. And most plans, once completed, are only bought out the next time you ask for them.
As a result, many of your highest potential accounts are running reactively. Opportunities – indeed, whole customer business units and territories – are being missed. Stakeholders and politics are not being fully managed. And margins are not being maximised.
Imparta’s 3DAM programme focuses on:
How Questions Beat Process
Imparta’s 3DAM program is unique in the industry. It focuses on the questions you need to answer, not on a linear process. We can train people to use your existing tools more effectively, or embed a new, dynamic process.
The Trusted Advisor
3DAM trains people to become trusted advisors and to manage without formal authority as they lead the wider account team.
Planning in 3D
3DAM training includes a powerful interactive toolkit that can be integrated into your CRM system.
I had a major account that was completely stalled. The programme suggested some compelling new strategies, and how to implement them. A short while later I got the deal.Senior Executive, Professional Services