the reality is most of us are too lost in the daily grind to give account planning the attention it deserves. what follows is a simple 7-step key account planning process should take no more than 2 hours to prepare and around an hour a month to maintain. the best time to start your key account planning is at the beginning of the year. your clients are fresh from the holidays and full of resolutions to make this year different. the period of the plan. you may jump to the conclusion that it’s annual. it’s for anyone else who’s involved with your plan that may not be as close to the client as you are. the fastest way to find out what your client wants to achieve is to ask.
list all the steps you need to take to, who needs to do them and by when. you’ll validate all this with your point of contact anyway. if there’s lots of moving parts, consider adding a project plan to capture all the sub-tasks too. before you commit to an action, think about how likely your plan is to succeed. then under each write down all the positive and negative consequences of your action. after that, you may find you have an objective that is impossible to get off the ground in it’s current form. if your client agrees in writing, they’ll be that much more committed to your key account plan and motivated to get results. your key account plan doesn’t have to be perfect. as the founder at account manager tips, his mission is to help organisations leverage the power of key account management to accelerate client retention and revenue.
i mean clients aren’t calling you demanding their strategic plan, but they sure do pounce if you take more than 5 minutes to reply to their email. it’s simply figuring out how to get from where you are to where you want to be, by the shortest route possible. arrange a 90-minute brainstorming session with your client dedicated to strategic account planning to answer the following 5 questions. financial benefits can take some time to realise. what else is important to your client (and to you)? you may also wish to record the session (with permission) on your phone or tablet for later review. how are you going to get their support – intellectually and emotionally? you want to demonstrate progress that brings your strategic account plan to life.
you’re are going to end up with a huge amount of information and a big list of ideas which need to be translated into a strategic direction. so now you have strategic priorities, it’s time to put them into the strategic account plan. you don’t have to wait until the beginning of the year. of course, you can have more (or less) but 4 is a good number that gives you diversity in your plan and focuses on other areas beyond the financial. every objective need to define a target, and how it will be measured. so a very simple example it’s important to establish the frequency with which you and your client are going to review the success (or failure) of the plan. be prepared to modify or even abandon some of your favourite strategies if they’re not working or if more important objectives have surfaced during the year. strategic account planning is will keep you focused, more productive and most importantly, demonstrate to your client the value you create.
use an account planning template. summarize your customer’s business strategy. know your customer’s key business initiatives. understand your access a free strategic account planning template for all of your account-related initiatives, including sales, marketing, and account management. learn how to create a simple & powerful one page key account plan for maximum impact in the minimum amount of time with this free template., free strategic account plan template ppt, strategic account plan template excel, strategic account plan template excel, free account planning template, sales account planning template excel.
a simple and powerful strategic account plan guide and template for busy account managers who need a client strategy. fast. with the account planning template from lucidcharts, have your customers’ details organized and handy so you can close more deals and keep your clients hap. understanding your customers’ business goals and identifying opportunities identifying and reducing risk delivering value to your client, account management plan example, key account plan pdf, one page account plan template, customer account plan template, account planning software, account strategy, free account plan template ppt, sales account plan template free download, account planning process, account plan salesforce.
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