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THORNBURY ACCOUNT PLANNING SYSTEM
Objectives
To manage your company's key assets, ie strategic customers, by planning sales and service programmes resulting in: -
- a satisfied customer
- a customer who values your contribution to his business
- a profitable on-going revenue stream
- best use of your resources
- demonstrable understanding of your Customer's business
- a shared view of your plans
- visibility of your offerings potential
- best chance of success
Typical agenda for Account planning workshop
- Introduction to the process and deliverables by Facilitator
- Presentation of Customer's business by Account Manager
- SWOT (analysis of Strengths, Weaknesses, Opportunities and Threats)
- Discuss and agree Goals and Objectives ... Identify knowledge gaps
- Create Plan (using laptop-based Excel model)
- Develop Strategies and Actions for each Objective
- Assess resource requirements
- Develop contact plan
- Create Action plan: knowledge gaps, issues, write/complete the plan, decide the best way to involve the customer, set management review date/schedule
- Dinner with Customer? Discuss the Plan with them - shows commitment and action
Notes:
- An external (to participant group) Facilitator is desirable/preferable
- Typically one day should be allowed per customer to explore opportunities and create the plan
Thornbury will be happy to discuss your specific Account Management needs in more detail - please contact us to learn more about our approach or make an appointment.
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"If you need a flexible, business focused development solution but you don't want baffling with "training jargon" then call Thornbury. Their professional but approachable consultants will take out the hassle and the mystery and deliver results you can see."
Rose Woolstencroft, Sun Valley Europe
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