Key account managers and their teams bring the latest financial reports of their key customers to the workshop. They use financial analysis tools described by the instructor to analyze the financial results and identify their customers’ possible financial successes, problems, and needs. After all participants have shared the results of their analyses, they conduct simulated customer meetings in which they practice confirming with the customer the possible needs that came out of their analyses.

In the second half of the workshop, participants identify your company products, programs, and services that help meet their customers’ financial needs. Cost-benefit and capital investment analysis tools used by your company customers are used to evaluate the financial improvements your company products can produce.

In the final session, participants develop and present compelling financial reasons for their customers to buy your company products and services. All participants discuss their insights and how they will use them to sell more your company products and services.