Methodology

Management Team Prep Work

Collect & digest existing account data

• Organizational chart
• Corporate overview
  • History
  • Recent News
  • Financial/Budget Information
• Customer pain areas
• Strategy & Planning documents from Client
• Customer Satisfaction Survey Results
• JV Pipeline/Forecast
• Organizational Assessment
• Key Contact Assessment
• Opportunity Assessment
• Capability Assessment
• Competitive Assessment

Strategy Session

• Participants to include Account Core Team, Subject Leads, Industry Leads, BD associate, facilitator from client and any other key players identified for the account.
• Account Team Presents Client Overview
  - Focus is on future plans/opportunities and issues that need to be resolved. The following templates will be used:
  • Organizational Assessment
  • Key Contact Assessment
  • Capability Assessment
  • Opportunity Assessment
  • Competitive Assessment
  • Relationship Maturity Assessment
• Scenery and Roadblock Brainstorming Sessions
• Working session on account journey and specific initiatives
• Outcome:
  • Account goals for the year, Roadblocks, and Initiatives
  • Considerations for Service and Industry lines, and other company wide issues

Action Planning

• Complete goals for the year
• Define each goal
  • Objectives
  • Measures for each objective
• Identify initiatives and assign owners
• Layout detailed action plans for each
• Complete Relationship Strategic Plan
• Create Relationship Operational Plan
• Create Dashboard for monitoring
• Outcome:
  • Relationship Strategic and Operation Plans
  • Detailed Action Plans
  • Dashboard

Execution

• Monthly Dashboard to Stakeholders
  • Execute action plans
  • Monthly reviews with account team
  • Monthly Dashboards to stakeholders
  • Bi-Annual re-strategizing sessions
  • Quarterly Reviews with RPG team to share best practices
• Outcome:
  • Dashboard to Stakeholders
  • Best Practices

Best Practices

• Planning team should represent broad spectrum of segments
• Team members based on merit not rank
• “Disengage” from day-to-day-operations
• Generate as many ideas as possible early on with “out-of-box” mode
• Devise strategies to achieve goals and roadblocks
• SWOT analysis
• Identify obstacles that are tied to your goals
• Enlist support for each strategy
• Communication throughout the organization
• Share plans with stakeholders, customers
• Setup feedback mechanism
• Monitor ongoing progress

Benefits

• Achieve what is thought of as impossible
• Target emerging opportunities
• Build deeper relationships
• Provide competitive advantage
• Enables team to be more adaptable to change
• Helps bring paradigm shifts
• Face challenges collectively
• Build capability in team for strategic thinking