Your existing accounts are where the next 30% of revenue lives, if your KAMs can map them, multi-thread them, and run a growth plan that's more than a quarterly check-in.
Most key accounts plateau at year 2. The original contact is still your champion, but they don't have buying authority any more, the original use case has stabilised, and your KAM does a quarterly business review that's mostly a status update. By year 3 you've stopped growing the account and a competitor is talking to the new buyer.
This workshop is built on the MEDDIC framework for enterprise accounts combined with the RAD-CAR account-growth model used by FTSE 100 sales teams. We work the discipline of multi-threading, white-space analysis and the early renewal conversation, the patterns that turn a flat year-2 account into a compounding multi-year relationship.
The day is built around your top 3 real accounts. Delegates bring three live accounts, map stakeholders in the morning, build the single-page account growth plan in the afternoon, and leave with three plans plus the discipline to run them, not a workbook.
Built on MEDDIC + RAD-CAR account modelEvery TESS workshop is designed backwards from the change you want to see in your team's behaviour. Here's what coaching graduates do differently on the Monday after.
Power, interest, attitude, applied to your real accounts, with the gaps named.
The 5-thread minimum for any account worth £100k+, and the discipline of building each thread deliberately.
Products they don't know you sell. Problems they haven't told you about. Workflows they're still doing manually.
On the day, a plan that survives quarterly reviews and gets updated, not filed.
Move past the status update. A 4-act QBR structure that surfaces white space and locks in the next quarter's commitments.
Stop the procurement-team scramble. A renewal cadence that begins at month 18 of a 24-month deal.
Full-day format shown. The half-day version focuses on the morning blocks with a condensed live round at the end.
Genuinely the first time I've left a coaching course able to do it on Monday. The live rounds with feedback made the difference. My 1:1s have completely changed shape.
Pricing depends on group size, delivery mode (live online vs in-person) and whether we tailor the curriculum to your sector. Closed cohorts start from a few hundred pounds per delegate for half-day workshops and scale from there. Book a 15-minute discovery call and we'll give you a concrete figure within 24 hours.
Key Account Management is a full-day workshop by design, the planning work on your real accounts in the afternoon is what creates the deliverable. A half-day version covering mapping and multi-threading only (no live plan build) is available as a foundational session.
We're flexible. Most cohorts run with 10–20 delegates, but we regularly deliver for smaller groups of 2–4, particularly for senior teams or specialised sectors. The live coaching rounds work better with even numbers, but we'll make any group work.
Live online is our default and works well for coaching, breakout rooms make the practice rounds work cleanly. We also deliver in-person at your site or a venue you choose, particularly when the cohort already work in the same room.
Typical lead time from a first call to delivery is 2–4 weeks. We can move faster if you need to, the limiting factor is usually your calendar, not ours.
Yes. The frameworks (GROW, TGROW, observable behaviours) stay the same; the examples, exercises and case studies are tailored to your sector, tools and your team's real work. We discuss this on the discovery call and rebrief the practitioner before delivery.
Yes. Every delegate receives a CPD-certified digital certificate on completion. The certificate references the hours of learning and the frameworks covered, so it can be added directly to a CPD record for any chartered or professional body.
We allocate a TESS coaching practitioner based on your sector. All practitioners are independently qualified coaches (ILM Level 5 or equivalent) with active corporate coaching practices. We'll send the named practitioner's bio after the discovery call.
Two ways in. Book a 30-minute discovery call below, or fill out the form and we'll reply within 24 hours with cohort options for your group.