Strategic Owners Playbook
Trane Commercial
Working alongside the Key Accounts leadership team, we helped Trane Commercial turn institutional knowledge into an operational playbook for account managers focused on developing relationships with strategic commercial building owners.
Through a collaborative two-day working session, we identified and mapped the most critical steps for qualifying, growing, maintaining and protecting owner-led accounts.
From there, we brought the playbook to life—combining tips, best practices and insights from seasoned account reps with company-wide standard work to create an action-oriented field sales guide. The result translates decades of earned expertise into a clear, repeatable framework designed to improve outcomes with this critical customer segment.
“This playbook would not exist in its current form without the efforts of the entire team at LSP | Lorem Ipsum, whose patience, creativity, and exceptional organization were instrumental in bringing this book to life. Their guidance and steady support ensured that every detail—from structure to storytelling—was crafted with intention and clarity.”
General ManagerLarge Commercial Key Accounts, Trane Commercial
