Major Influencer Planning for critical sales influencers

Major Influencer Planning - MIP

Developing skills, culture, process

Sound business relationships with key third parties who can influence end-user customer decisions are critical to business success. Be they influential consultants, implementation partners, solution providers or sales partners, an organisations competitiveness may depend upon the strength of the relationship it can establish with these major influencers.

PDM's Major Influencer Planning (MIP) process is aimed at understanding what constitutes 'value' in the perception of these strategic influencer partners. The essence of a synergistic business relationship is mutual trust. MIP helps you to develop your understanding of a key influencers business and build closer, mutually rewarding relationships.
"The essence of a synergistic business relationship is mutual trust" MIP is focused on generating business and providing improved solutions to end-user customers. All parties benefit from greater cross functional teamwork and increased understanding of capability and direction

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MIP Components

Customised guides, checklists and templates provide the reference and the tools required to select suitable partners, form 'account' teams and build closer business relationships.

Implementation consulting to encourage 'ownership' of the process and training workshops tailored to suit an organisations current level of major account sales development.

Field coaching and facilitation services provide the support required to build confidence and new skills while delivering early returns on investment in time, effort and resources.

Other forms of account planning
Account planning for end users, including providers of bureau services, is best handled using PDM's Major Account Planning (MAP) process.
Planning with and for re-sellers is best handled using PDM's Reseller Account Planning (RAP) process.
Planning for specific large sales opportunities is best handled using PDM's Major Opportunity Planning (MOP) process.
All forms of account planning (MAP, MIP and RAP) are about finding ways for each party to benefit from a business to business relationship. Closer relationships are built when you deliver value to your ally, partner or customer.
Download a detailed PDF brochure that describes our core programs
on the PDM Download Page.

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