What are the most effective strategies for developing a comprehensive account plan?

1 Assess the current situation

The first step in developing a comprehensive account plan is to assess the current situation of the client and your relationship with them. This includes analyzing their business goals, challenges, opportunities, and risks, as well as their satisfaction, loyalty, and feedback on your performance. You can use various tools and methods to gather this information, such as SWOT analysis, surveys, interviews, or CRM data. The purpose of this step is to identify the gaps and areas of improvement in your service delivery, as well as the potential for upselling, cross-selling, or expanding your scope of work.

3 Develop the action plan

The third step is to develop the action plan that will guide you in achieving the desired outcomes. This involves outlining the specific strategies, tactics, and activities that you will implement to address the client's needs and challenges, and to deliver your services and solutions. You can use the RACI matrix to assign roles and responsibilities for each action, and to clarify who is responsible, accountable, consulted, or informed. The purpose of this step is to create a detailed and realistic roadmap for the account plan, and to ensure that you have the resources, budget, and timeline to execute it.

4 Monitor and review the progress

The fourth step is to monitor and review the progress of the account plan on a regular basis. This involves tracking and measuring the key performance indicators (KPIs) and metrics that you defined in the previous step, and evaluating the impact and effectiveness of your actions. You can use dashboards, reports, or scorecards to visualize and communicate your progress, and to identify any issues or deviations from the plan. The purpose of this step is to ensure that you are on track to achieve your goals and objectives, and to make any necessary adjustments or corrections along the way.

5 Communicate and collaborate with the client

The fifth step is to communicate and collaborate with the client throughout the account plan process. This involves sharing your insights, updates, feedback, and recommendations with the client, and soliciting their input, opinions, and suggestions. You can use various channels and methods to communicate and collaborate with the client, such as meetings, calls, emails, or online platforms. The purpose of this step is to build trust and rapport with the client, and to ensure that they are engaged, informed, and satisfied with your service delivery.

6 Celebrate and recognize the achievements

The sixth and final step is to celebrate and recognize the achievements of the account plan, both for the client and for yourself. This involves acknowledging and appreciating the results, outcomes, and benefits that you and the client have achieved, and celebrating the success and milestones of the account plan. You can use various ways to celebrate and recognize the achievements, such as sending thank-you notes, giving rewards, or hosting events. The purpose of this step is to reinforce the positive relationship with the client, and to motivate and inspire yourself and your team for future account plans.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?