Below the Surface: Modern Account Management

What aren't you seeing in yourself, your customers and the businesses you're responsible for growing?

Below the Surface is a three-hour, interactive workshop exploring three defining challenges of modern account management: examining your own mindset and behaviours, understanding the hidden pressures affecting your customer relationships and uncovering the commercial opportunities and risks within the accounts you manage.

1. Mindset & Behaviour (you): Taking Accountability for the Relationship Dynamic

   We're kicking things off with a little self-reflection and a fresh perspective on what it takes to perform at your best.

   Expect some interesting conversations about curiosity, preparation, personal accountability and the everyday habits that can shape your success. We'll take a revealing look at your current mindset, challenge a few ingrained behaviours and give you the chance to rethink where your time, attention and energy are actually going.

2. The Modern Buyer (the customer): The Hidden Forces Shaping Modern B2B Decisions

   Next, we'll step into your customers' world and explore the unseen pressures, competing priorities, distractions and organisational constraints influencing how they engage and maintain relationships. We'll look beneath the surface of modern business to understand why customers have become harder to reach, why engagement is challenging even when relationships are strong, and what this means for your ability to stay connected, relevant and influential.

3. Commercial Intelligence (below the surface): Deploying the CCP Model

   During the final hour, we will put your commercial instincts to the test by introducing a practical, high-impact tool: the Client Commercial Profile (CCP). We will roll up our sleeves and work through a live customer scenario where you will learn how to surface hidden information, challenge your current assumptions and build an undeniable commercial case that aligns your solution directly with the client's objectives.

Who should attend?

This workshop is designed for Account Managers, Key Account Managers, Customer Success professionals and other key roles responsible for developing and maintaining valuable customer relationships. It's equally relevant for commercial and sales leaders looking to introduce fresh thinking, practical capability development and stronger commercial awareness into their teams.

What makes this workshop different?

The Commercial Room is designed to get people thinking, talking, questioning and challenging the way things have always been done. We'll bring together a small group of people - each with their own experiences, ideas and perspectives- to explore the realities of modern Account Management.

Expect some interesting conversations and plenty of opportunities to compare notes with people who face similar commercial pressures. You'll be encouraged to contribute, challenge your own thinking, borrow a few good ideas from others and put some fresh thinking into practice.

Facilitated by Killer Consulting as part of The Commercial Room workshop series.