Reesby Academy · Sales & Business Development
Account Management Essentials
Grow and protect long-term relationships with key customers.
About this course
Account managers protect existing revenue while finding ways to grow the relationship. This course covers how to build a simple account plan, run useful business reviews with clients, spot expansion opportunities and manage renewal risk early. The approach is practical and works for most B2B relationships, from a handful of key clients to a larger portfolio.
What you will be able to do
- You'll be able to build a simple account plan for a key customer
- You'll be able to run a useful business review with a client
- You'll be able to identify expansion opportunities within an account
- You'll be able to manage risks to renewal early
Course outline
- The Role of the Account Manager10 min · Lesson notes, example, action task · 2-question quizAn account manager looks after the ongoing relationship with a client after the first sale. The role combines service, relationship building and commercial thinking, with a focus on the client's long-term success.
- Account Planning10 min · Lesson notes, example, action task · 2-question quizAn account plan is a simple document that sets out the client's goals, your relationship map, the value you provide and the actions for the next period. It keeps your focus on the things that matter most.
- Running Business Reviews10 min · Lesson notes, example, action task · 2-question quizA business review is a structured conversation about the value a client is receiving and what should happen next. Good reviews build trust, surface problems early and open the door to growth.
- Spotting Expansion Opportunities10 min · Lesson notes, example, action task · 2-question quizExpansion comes from solving more of a client's problems, not from pushing more products. Listening for new needs, and linking them to your services, creates growth that the client welcomes.
- Managing Renewal Risk10 min · Lesson notes, example, action task · 2-question quizRenewal risk builds up quietly, through low usage, a change in sponsor or a competitor's offer. Early warning signs and a clear response plan give you time to act before the renewal date.
- Tools you'll need5 min · Lesson notes, example, action task · 2-question quizAccount management relies on a CRM, a calendar and a simple planning document. You can start with tools that your organisation already provides.
- Careers & next steps5 min · Lesson notes, example, action task · 2-question quizAccount management skills lead to customer success, client leadership and commercial roles. This lesson shows where they lead and how to check what they may be worth.
- Final quiz and certificate10 questions, pass mark 8 of 10. Pass to get your Reesby Academy certificate with a verification link.