Business acceleration

Major account planning

Back in the late 1990s, we began working with sales teams at large multinationals to help them maximise relationships with global and major accounts.

Our unique approach to major account planning introduces the customer into the planning process, in the very same room as the major account team that exist to serve them.

In a one day workshop, we use the morning to work with the team to extract the critical information and insight to build the account plan. Every member of the team participates:

• sharing thoughts on the customer’s strategic imperatives
• sharing account intelligence
• refining the account plan

The customer is invited to join for a lunchtime presentation, review and discussion about the relationship for the coming year.

Engaging customers and account teams together, enables customers to receive services or products that are designed with them, not delivered to them. It also provides a level of transparency that improves customer relationships.

In most cases, the account team impress the customer with their deep insight about the ‘customer’s customer’ and understanding of their requirements. Where gaps in understanding emerge, a dialogue occurs and alignment is resolved.

In all cases, the account team receives immediate and invaluable feedback to help build clarity and consensus on how to best serve the customer.

In all cases, the customer is appreciative about the quality and quantity of thought and collaboration that goes in to getting it right; the value to both parties is discussed, engendering real partnership.