Conversations with the C-suite can make or break a deal

What you'll learn

  • Grow your revenue

    Access to decision makers is vital to growing revenue. This course will give you the exact steps to identify opportunities and develop a pitch that will be irresistible to the C-Suite.

  • Grow your networks

    Grow networks with C-level execs through a strategic plan that will send your authority and credibility soaring in no time. You'll gain the confidence you need to position yourself as the go to expert in your profession and earn your clients' trust and respect.

  • Reduce your churn

    It takes more than a survey to keep your clients. Learn how to intercept trouble, raise satisfaction and prove to the C-Suite you're a supplier worth partnering with.

Why the C-Suite are Vital to Your Success

Build your relationships before you need them

Did you know CEO's spend only 16% of their time with business partners?

That's a tiny 10 hours a week they have to share with customers, bankers, investors, consultants, lawyers, PR firms ... and suppliers, like you. 

How do you meet someone who doesn't have time to meet?

Opportunities to engage and connect with the C-Suite will not come your way unless you make them happen.

How do you get in front of the C-suite?

What it takes to earn a place at the table

The secret is to grow your industry knowledge, your authority and expertise.

Not your industry, your clients.

Where most of us go wrong is being subject matter experts on our own solutions but neglecting to learn about our clients' challenges.

Ask yourself these questions about one of your most important clients:

  • What industry are they in?
  • Who are their competitors?
  • How do they differentiate themselves?
  • What is your clients' organisational structure? 
  • What are the C-level roles exist and who fill them?
  • How are the C-level measured?
  • What KPI's and metrics are important to them?
  • What issues are they facing?
  • What difficulties might they encounter in achieving their targets?
  • What emerging trends will impact their business?


Do you know the answers to these questions?  

Until you do, it will be impossible for you to have a compelling conversation with the C-suite because you don't understand them or how your solution can help.

Fail to plan, plan to fail

How will you use your new found knowledge?  You need to bring it all together into two distinct plans:

  • an engagement plan where you'll connect and interact with the C-level executive. Here you'll earn trust and credibility and benefit from a warm introduction when it comes time to meet. 
  • a strategic plan to identify an opportunity that aligns your solution with a problem the C-level executive needs solved.


Pitch perfect

There are tricks to craft a compelling pitch that secures you those all-important first and second meetings. In this course, I'll teach you how to make yours irresistible.

You'll also learn how to leverage your networks to fine-tune your pitch and to get a recommendation that introduces you to the C-level executive you want to meet.

I'll also teach meeting best practices and what you must not do if you want to earn trust and credibility during that initial contact.

What You'll Learn

You’ll learn how to identify, connect and engage with c-level executives to help drive revenue, reduce churn and optimise your clients’ experience and you know … get things done.

I designed this course for anyone working with existing clients that want to grow their influence with decision makers within their clients' networks, specifically the C-suite and leverage that to create value that is meaningful to your client AND to you.  Win/win 

At the end of this course, you will be able to confidently connect with your clients’ C-level executives.  You’ll learn how to identify the challenges of the C-suite, craft an irresistible pitch that solves them and how to prepare and secure your first and importantly second meetings

I’ll teach you the R.P.M Method

  • Research
  • Plan
  • Meet

This method is great to identify and connect with the right stakeholders, learn what is important to them and how you can align your solution that delivers meaningful outcomes for you and your client.

We’ll be doing this together week by week using a real-life example – yours.  With a blend of group workshops, 1:1 coaching, presentations and lectures I’ll walk you through the entire process step-by-step.

  • Instructor

    Instructor Bio:

    Warwick Brown has held senior roles in account management and business development for more than 15 years, working with some of the world's most prestigious firms, including Merck & Co, Deutsche Bank, McKinsey & Company and Vodafone. As a leader, he has recruited and coached teams in Australia, India and the United Kingdom with a strong focus on revenue and retention. In 2016 Warwick founded Account Manager Tips, an online resource to help Account Managers everywhere who are short on time, big on ambition and ready to make an impact. As an instructor, Warwick focuses on practical and actionable lessons that deliver results now.

    Warwick Brown

    Founder & Chief Activist - Account Manager Tips

Testimonials

“Warwick is a passionate travel professional, a patient and supportive manager who encourages his team to deliver and flourish. What Warwick doesn't know about Account Management is not worth knowing. Although Warwick managed me for a relatively short period of time, I learnt everything I know about effective Account Management during my time in Warwick's team”

Head of Account Management

Christopher Hellawell

“Warwick often hosted internal workshops to shape and mould the account managers and provide quantities and qualitative feedback and simple, actionable points that gave us that lightbulb moment. His creativity is something that is not often found in account management, were many people are just happy to keep doing what they are doing. Not Warwick. And he made us all better because of his drive. He is an account management Leader with a capital L”

Senior Manager, Corporate Account Management

Laura Cuello

“Warwick has been the epitome of what a great leader and mentor should be. Someone who inspires you to want to reach your full potential and beyond. A quote by Peter Drucker sums it up: "Leadership is lifting a persons vision to high sights, the raising of a person's performance to a higher standard, the building of a personality beyond its normal limitations".”

Corporate Account Manager

Tracey Joubert

Who is this For?

Is this right for you?

This course is specifically designed for those in Account Management, Business Development and Customer Success who work with existing clients and are ready to make an impact on their revenue generation and churn reduction.

If you have any questions about the course content, format or if this is right for you, contact me on Messenger and I'll answer them

Course Outline

We'll cover all these topics and more

  • 02
    Module 1: The Shortcut to Authority & Credibility
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  • 03
    Module 2: The RPM Method
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    • Snapshot: The RPM Method
  • 04
    Module 3: Research
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    • Snapshot: Research Essentials
    • Lesson 1: Research Tips for Success
    • Exercise 1: Optimise Your Research Structure
    • Lesson 2: Where to Find What You Need
    • Exercise 2: Ready, Set, Research
    • Lesson 3: Secrets of Great Note Taking
    • Exercise 3: Next Level Notes
    • Lesson 4: How to Automate Your Research
    • Exercise 4: Research Auto Pilot
    • BONUS: Research Automation Hacks Tutorial
    • BONUS: Note Taking Apps Walkthrough
    • DOWNLOAD: Audio Files & Transcripts
  • 05
    Module 4: Plan
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    • Snapshot: Plan for Success
    • Lesson 1: Influencer Map & How to Navigate Your Way to the C-Suite
    • Exercise 1: Create Your Influencer Map
    • Lesson 2: From Unknown to Known: How to Build Authentic Engagement Plans That Get You Noticed
    • Exercise 2: Create Your Engagement Plan
    • Lesson 3: Metrics that Matter
    • Exercise 3: Find the Right KPI
    • Lesson 4: The Secrets to an Irresistible Pitch
    • Exercise 4: The Value Proposition Framework
    • DOWNLOAD: Audio Files & Transcripts
  • 06
    Module 5: Meet
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    • Snapshot: Meet the C-Suite
  • 07
    Resources
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    • Recommended Reading
    • 2018 Global C-Suite Studies
    • 2018 MITSloan - Leading with Next Generation KPIs Study
  • 08
    Bonus Content
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    • Gap Analysis Template
    • eBook: The Secrets to Getting Noticed on LinkedIn

Bonus material

Let's do this together. The number of students is limited to 10 so I can give each of you dedicated time to help you get the most from the course material and get you results.

  • Open office hours

    Need help? I will be available every week of the course for open office hours so you can get your questions answered live.

  • Private 1:1 Coaching

    3 x 30 minute private 1:1 coaching sessions at the beginning, middle and end of the course to help you with your specific needs.

  • Live Workshops

    Regular live workshops for each stage of the course to guide you through the material and help you get unstuck.

30 Day Money Back Guarantee

If you are not completely satisfied, get your money back no questions asked

I am confident you will enjoy the course and get the results you are looking for.  

As long as you have participated and done the course work, if you're completely satisfied simply request a refund within 30 days of the course commencement.

Pricing options

This is a pilot course which we will build together week by week based on your feedback and individual requirements