account management templates

8/4/2019 Account Management Templates

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PowerPoint Diagram Pack

Account Management Templates

This document serves as a comprehensive

template for Account Management.Sections include Relationship Map, SWOT

Analysis, Marketing Plan, Sales Pipeline,

Competitive Footprint, and more.

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Identified

Contacted

Qualified

Developed

Closed

Completed

1. Implementation of XXXXforthe office of the CMO (example)

2.

3.

August 17,20XX

N/A

1.2.

3.

1.

2.

3.

1.

2.

3.

1.

2.

3.

1.

2.

3.

Opportunity/Initiative Date Won / Lost / N/A

Stage

7

Stage

6

Stage

5

Stag

e

4

Stage

3

Stage

2
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2Questions & feedback? Email me [email protected]

The diagrams in this pack are to be used by the original buyer only.learnppt.com

Contents

Account Guidance 4

- Account Overview

- Situation Appraisal

- Relationship Map

-Current Pipeline

- Business Development Investment Plan

Competitive Positioning 13

- Account SWOT

-Account Action Plan and Penetration Strategy

- Alliance Partners

- Marketing Plan

- Competitive Footprint


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Contents

Account Guidance

- Account Overview


- Relationship Map

-Current Pipeline


Competitive Positioning

- Account SWOT


- Alliance Partners

- Marketing Plan



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General Guidelines for completing this AccountGuidance section

OBJECTIVES

Provide an overview of the account

Identify financial targets by discipline

Articulate the current state

Identify the makeup of the account team

Identify all the client key players those who will help and those who may harm the relationship

Understand the current pipeline status

Identify the BD investment plan

Identify how the NA Country Board can enable you to drive the cross discipline growth ambitions of your account

SUGGESTED DATA SOURCES

Account Executive

Client public materials annual report, SEC filings (10-K, 10-Q), strategy documentation, press releases

Analyst reports

Account team (relationship map) Current pipeline

Situation appraisal document

Business development investment plan

Finance

KEY QUESTIONS

What are the account ambitions for 20XX?

What does the account team structure look like?

Who are the key decision makers in the client and what is ourrelationship(s) with them?

What business development investment will be required toachieve the specified ambitions and expand our footprintwithin this account?

THIS IS A PARTIAL PREVIEW

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Account Overview

TOP 3 CURRENT OPPORTUNITIES

Opportunity name TCV ($M) Opportunity description Discipline Sign state Sales stage Probability

BASIC ACCOUNT MANAGEMENT INFORMATION BASIC CLIENT INFORMATION

Account name Revenue and profit20XX

Account Executive # of Employees

Sales Executive Industry trends, keyissues andopportunities

Our StrategicStrengths

Our One CriticalVulnerability

Our Performance($M)

Last Year Budget (ThisYear)

YTD Forecast ThisYear

Bookings

Revenue

CM ($M)

CM%




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Situation Appraisal

Give a brief overview of the current account situation

Statement ofintent

Our overall account goal is to sell X $$ until 200X;our strategy to achieve this goal is

By concentrating on BU XYZ

By offering solution

Positioning our company as how .

Establishing relationships to XYZ

Our currentpositioning andmarket share atclient

The client perceives us as a XYZ company; this derives from our project history, sales history,relationships / network, etc.

We have X% of the budget, budget, budget

Our current delivery track record is

Relationshipstatus

We have good/reasonable/weak contacts to the executive/management/operational level

We are addressing currently Buying Center X by doing

We need to build up / deepen contacts in Buying Center Y and Z because this will be done by

Our top 3competitors in theaccount and theirpositioning

Comp 1 is perceived as XYZ, resulting from




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Questions & feedback? Email me [email protected] diagrams in this pack are to be used by the original buyer only.

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Account Team

Account Name

Account Executive

Account Executive Sponsor

Core team (country accountmanagers, disciplinerepresentatives etc.)

Name Role Discipline

Extended team (delivery leads,subject matter experts, allianceetc.)

Name Role Discipline

Comments on current account team capabilities and needsComments on current account team capabilities and needs




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Client Name Job Title *Role Our Relationship Owner

[Identify all the key players in the account those who will help you and the other members of your team and those who may harm the relationship.Then identify which member of the account team owns that particular relationship]

Relationship Map

*Role:

Sponsors Promoting you in the account

Strategic Coaches Providing guidance and direction

Anti-Sponsors Working against your position

Other key players Playing a part in the relationship




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Identified

Contacted

Qualified

Developed

Closed

Completed

Opportunity/Initiative Date Won / Lost / N/A

1. Implementation of XXXX for the office of the CMO (example)

2.3.

August 17, 20XX N/A

1.

2.

3.

1.

2.

3.

1.

2.

3.

1.

2.

3.

1.

2.

3.Stage

7

Stage6

Stage

5

Stage

4

Stage

3

Stage

2

Current Pipeline




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Business Development Investment Plan (Optional)

Program Audience Owner Timeframe Cost Expected ROI

Annual Budget ($M): $

Forecasted Spend ($M): $




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Enabler Description Client Audience Timeframe Expected ROI

[Identify any specific requirements, support or enablers that you would like from the Country Board to help you and your account team deliver upon thecross discipline ambitions of the account as well as drive up the intimacy between your company and your client.

Account Enablers




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Contents

Account Guidance

- Account Overview


- Relationship Map

-Current Pipeline


Competitive Positioning

- Account SWOT


- Alliance Partners

- Marketing Plan



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General Guidelines for completing thisCompetitive Positioning section

OBJECTIVES

Link key client issues to your companys capabilities

Identify key opportunities Identify how to use our Alliance Partnerships to maximize our position

Understand how our competitors are supporting the client

SUGGESTED DATA SOURCES

Capability unit Subject Matter Experts

Account team

Delivery team

Client public materials annual report, SEC filings (10-K, 10-

Q), strategy documentation, press releases Analyst reports

Account SWOT

Account Action Plan

Marketing Plan

Competitive footprint

KEY QUESTIONS

What does the account need to do to deliver their strategy/address their burning issues?

What capabilities does your company have to support theaccount with these projects?

Do we have any credentials in working in this space?

How can we best utilize our strategic alliance partnerships?

What strategy do we use to put us in the best position inrelation to our competitors?




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Account SWOT Example

Strengths Weaknesses

Opportunities Threats

Energy sector delivery experience

History of delivery successes with BP going back 10 years

Collaborative business experience (differentiator)

Global reach (North America, APAC (in parts) and Europe)

Rightshore delivery model

Dedicated account manager and part-time team to support

Relationships with key decisions makers are not established

Limited knowledge of CompanyX within AccountX leadershipteam

Limited number of CompanyX resources with AcocuntXexperience

Global reach (Middle East/South East Asia/Africa/SouthAmerica)

Limited upstream delivery experience

Limited enterprise-wide experience for companies of this size

Client has a burning case for change (poor ROCE, uncleargrowth strategy)

Our offerings are aligned to their needs

Opportunity to work with the new leadership team and establishkey relationships from the outset of their tenure

Client is tired of incumbent providers

Our competitors are well established and have the relationships

Limited CompanyX resources available for the account

Downturn in the Energy sector could reduce the amount of

consulting spend Our rate card is not attractive compared to incumbent providersTHIS IS A PARTIAL PREVIEW



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END OF PARTIAL PREVIEW



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account management templates

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