Account Management Diagnostic Question Title 1. When we build an account plan we do this collaboratively involving different perspectives from our team (including juniors) Yes No Question Title 2. Part of the process includes sharing key components with the customer Yes No Question Title 3. We have segmented / tiered our accounts Yes No Question Title 4. We have segmented / tiered our accounts by more than just revenue Yes No Question Title 5. Client Intelligence: We understand the client’s business issues and market factors that will be impacting them. Yes No Question Title 6. Relationships: We are aligned with the key stakeholders and have developed the relationships necessary to retain and grow the account. Yes No Question Title 7. Propositions: We understand the whitespace between what they are buying and what they could be buying. Yes No Question Title 8. Financial: We have clarity on the current share of wallet and clearly defined financial goals for the account. Yes No Question Title 9. Competition: We know who and what we are competing against, and how we can compete. Yes No Question Title 10. Delivered Value: We are delivering the tangible value required by the customer and it is quantified, captured and visible to all parties. Yes No Question Title 11. Insight: Risks, Strengths and opportunities are captured. Yes No Question Title 12. Action Plan: There is a clear plan of intelligent actions with owners and timelines. Yes No Question Title 13. We review account pipeline and progress on at least a quarterly basis. Yes No Question Title 14. We have integrated our account plans into our CRM so that we can report on the data. Yes No Question Title 15. About you: Name Company Business Email Address Done
