Case study – EMEA Account Manager Development Programme

Account Manager Development Programme for PwC EMEA account managers, supporting account managers (AMs), who are spread across EMEA, to drive and develop the performance of their key global accounts.

The brief / challenge

Fully embedded within the internal PwC programme team, Juniper has been involved in the design, delivery, and project management of PwC 12-month EMEA Account Manager Development Programme since 2013.

The solution

As well as project managing the programme, we collaborate with PwC guest presenters and contributors to ensure the desired learning outcomes are achieved. We do this by:

  • establishing learning objectives
  • developing fresh content
  • designing relevant interactive learning events
  • delivering a number of sessions (both face-to-face and virtual)
  • managing onsite facilitation
  • coaching delegates
  • evaluating the programme on several levels

The results

As a result of the programme, participants are adopting a more strategic approach to their roles and accounts and working with their Global Relationship Partners (GRPs) and clients more closely. Delegates are:

  • equipped with essential skills for their roles:
    • influencing
    • identifying opportunities
    • becoming a trusted advisor to their clients
    • managing stakeholders
    • negotiating and closing deals.
  • more knowledgeable in a range of areas such as the importance of their personal brand, networking and communicating more simply.

Additionally, the programme has helped to create a more established and recognised Account Manager role within PwC across Europe.

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"Nicki and her team have been working at the heart of a European virtual project team within PwC since 2013 on the Account Manager Development Programme.

We continue to partner with The Juniper Co. as they consistently share best practice learning and development, providing fresh ideas for up-to-date design, delivery, evaluation and project management. Their clear understanding of our business context and objectives underpins everything they do for us. Their excellence in delivery and execution is key to the success of this high-profile programme.”

Cristina Amador, AMDP Programme Director

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“The AMDP was especially beneficial as it allowed me to connect with Account Managers from across EMEA, sharing insights and best practice and learn more about how others deal with similar challenges on large accounts.

I learnt about the importance of considering the client’s perspective in everything I do on my account, and I now have a greater understanding and experience to help grow and develop business on my account.”

Former AMDP delegate