It is not possible to overstate the impact preparation and planning has on the success of a Strategic Account Management Program. At the core of the planning process is a living, breathing document of account intelligence. Organizations have long been creating such data intensive documents about their accounts, often referred to as the Strategic Account Plan. Many of these plans have gone unused, proved of little value to the Account Team (no output for considerable input), and ultimately proved too time consuming for any Account Team to integrate into their already packed workday.
The Chapman Group believes in implementing a simple “metric-based” account plan that provides the ultimate value to the Account Team by incorporating the right situational metrics (quantitative measurements) to eliminate endless hours of research, documentation and discussion.
The Chapman Group brings considerable experience in developing a well-organized, metric-based account plan that can be used by the Account Team to develop and execute strategy, and can be used by management for more effective and accurate coaching and reporting. We will work with you and your team to tailor critical elements of the plan including:
- Account Overview and Knowledge Points (i.e., points of relevancy)
- Relationships and Relationship Ratings (Account Relationship Penetration Index)
- Account Team Alignment
- Opportunity Management and Qualification
- Strengths and Weaknesses
- Goals, Strategies and Tactics
- Account Dashboards