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Account Management Strategy Template: A Comprehensive Guide to Client Success
Author: Alexandra Jones, MBA, CRM Certified, with 15 years of experience in sales and account management, specializing in developing and implementing high-performing account management strategies for Fortune 500 companies and SaaS startups.
Publisher: SalesForce Insights, a leading provider of sales and customer relationship management (CRM) research and best practices. SalesForce Insights is widely recognized for its data-driven approach to sales optimization and its commitment to delivering practical, actionable advice.
Editor: David Chen, a seasoned editor with over 10 years of experience in business publications, focusing on sales, marketing, and customer relationship management. David has a proven track record of editing high-quality content that resonates with business professionals.
Keywords: Account Management Strategy Template, Client Success, Customer Relationship Management (CRM), Account Retention, Sales Strategy, Customer Lifetime Value (CLTV), Account Growth, Key Account Management (KAM), Strategic Account Planning, Account Management Best Practices.
Summary: This report provides a comprehensive framework for developing a robust and effective account management strategy template. We'll explore the crucial elements of a successful template, backed by data and research, emphasizing its role in improving customer retention, boosting CLTV, and driving revenue growth. We will analyze various methodologies, highlight best practices, and offer practical examples to help businesses of all sizes implement and optimize their own account management strategies. The report concludes with actionable steps for creating a customized account management strategy template tailored to individual business needs and goals.
1. Introduction: The Importance of an Account Management Strategy Template
In today's competitive business landscape, retaining existing clients is as crucial as acquiring new ones. A well-defined account management strategy template is the cornerstone of customer retention and growth. Research by Bain & Company shows that increasing customer retention rates by 5% can increase profits by 25% to 95%. This highlights the significant return on investment (ROI) associated with a proactive and strategically sound approach to account management. Without a clear roadmap, businesses risk inconsistent service, missed opportunities, and ultimately, the loss of valuable clients. This report provides a detailed account management strategy template to address these challenges.
2. Core Components of an Effective Account Management Strategy Template
A high-performing account management strategy template should encompass several key components:
Client Segmentation: Divide your client base into meaningful segments based on factors like revenue, industry, potential, and engagement level. This allows for targeted strategies and resource allocation. Data from HubSpot shows that personalized marketing strategies outperform generic ones by a significant margin, making segmentation a crucial element of effective account management.
Account Profiling: For each client segment, create detailed profiles including their business goals, challenges, key decision-makers, and communication preferences. This information is critical for tailoring your approach and delivering relevant value.
Relationship Mapping: Identify and map all key stakeholders within each client account. Understanding the relationships and power dynamics within the client organization enables more effective communication and collaboration.
Value Proposition Definition: Clearly articulate the value your company delivers to each client segment. Quantify the benefits whenever possible, focusing on ROI and demonstrable results.
Key Performance Indicators (KPIs): Establish clear, measurable KPIs to track the success of your account management efforts. Examples include customer retention rate, CLTV, client satisfaction scores, and revenue growth per account. Regular monitoring of these KPIs allows for adjustments to optimize your account management strategy template.
Communication Plan: Outline a consistent communication plan to maintain regular contact with clients. This could include email newsletters, personalized updates, regular check-ins, and quarterly business reviews.
Escalation Procedures: Define clear procedures for handling client issues and escalations. This ensures prompt and effective resolution of problems, preventing customer churn.
Service Level Agreements (SLAs): Develop SLAs that specify the level of service clients can expect. This clarifies expectations and enhances accountability.
3. Different Approaches to Account Management: Choosing the Right Strategy
Several approaches to account management can be incorporated within your account management strategy template. The best approach depends on your business model, client base, and resources:
Transactional Account Management: Focuses on efficiently managing high-volume, low-value accounts with minimal personalized interaction.
Relationship Account Management: Prioritizes building strong, long-term relationships with key clients through personalized communication and value-added services. Research consistently shows that strong customer relationships lead to higher customer lifetime value.
Strategic Account Management (SAM): Concentrates resources on high-value, strategic accounts requiring significant investment and dedicated account managers. SAM is often employed when working with enterprise-level clients.
4. Developing Your Customized Account Management Strategy Template
Developing an effective account management strategy template requires a structured approach:
1. Define your goals: Establish clear objectives for your account management efforts, such as improving customer retention, increasing CLTV, or expanding into new markets.
2. Analyze your existing data: Review your current customer data to identify trends, challenges, and opportunities.
3. Segment your clients: Group your clients based on relevant criteria.
4. Develop client profiles: Create detailed profiles for each client segment.
5. Define your value proposition: Articulate the unique value you deliver to each segment.
6. Establish KPIs: Select relevant KPIs to measure success.
7. Design your communication plan: Outline how you will maintain regular contact.
8. Develop your escalation procedures: Define procedures for handling issues.
9. Create your SLAs: Specify the level of service clients can expect.
10. Implement and monitor: Put your plan into action and continuously monitor your progress. Make adjustments as needed.
5. Technology and Tools for Account Management
Various CRM and account management software can enhance your account management strategy template. These tools automate tasks, track progress, and facilitate communication. Salesforce, HubSpot, and Zoho CRM are examples of popular platforms offering comprehensive account management functionalities.
6. Conclusion
Implementing a well-structured account management strategy template is crucial for achieving sustainable business growth. By focusing on customer retention, delivering exceptional value, and utilizing appropriate technology, businesses can significantly improve their bottom line and foster strong, lasting relationships with their clients. A proactive and data-driven approach, as detailed in this report, will transform your account management efforts and pave the way for remarkable success.
FAQs
1. What is the difference between account management and customer success? Account management focuses on the relationship and retention of existing clients, while customer success focuses on helping clients achieve their goals using your product or service.
2. How often should I review my account management strategy template? At least quarterly, or more frequently if significant changes occur in the market or your client base.
3. What are some common mistakes to avoid in account management? Lack of clear goals, inconsistent communication, neglecting client feedback, and failing to measure results.
4. How can I measure the effectiveness of my account management strategy? By tracking KPIs like customer retention rate, CLTV, customer satisfaction, and revenue growth per account.
5. What role does technology play in effective account management? Technology streamlines processes, improves communication, automates tasks, and allows for better data analysis.
6. How can I improve customer lifetime value through account management? By fostering strong relationships, proactively addressing client needs, and upselling/cross-selling relevant products or services.
7. What is the importance of account planning within an account management strategy? Account planning provides a detailed roadmap for each client, outlining objectives, strategies, and activities.
8. How can I ensure my account management team is properly trained? Provide ongoing training on sales techniques, communication skills, product knowledge, and the use of relevant CRM software.
9. How can I integrate my account management strategy with other business functions? Align your account management strategy with sales, marketing, and product development efforts for a cohesive and efficient approach.
Related Articles:
1. "Key Account Management (KAM): A Strategic Approach to Client Relationships": This article explores the principles of Key Account Management and its application within a broader account management framework.
2. "Building a High-Performing Account Management Team": This piece provides insights into recruiting, training, and motivating a successful account management team.
3. "Measuring the ROI of Account Management: Key Metrics and Analysis": This article delves into the methods of calculating and improving the return on investment from account management initiatives.
4. "The Role of CRM in Optimizing Account Management Strategies": This explores the specific applications and benefits of CRM systems in supporting account management.
5. "Overcoming Common Challenges in Account Management: Best Practices and Solutions": This addresses common difficulties encountered in account management and provides effective solutions.
6. "The Importance of Client Segmentation in Effective Account Management": A detailed guide on how to properly segment clients for improved targeting and strategy.
7. "Developing Effective Communication Plans for Account Management": This focuses on creating efficient and impactful communication strategies for client engagement.
8. "Account Management Best Practices for SaaS Companies": This examines the unique challenges and opportunities of account management within a Software as a Service (SaaS) model.
9. "How to Create a Winning Account Management Strategy for Enterprise Clients": This provides a focused approach to managing and nurturing large enterprise accounts.
| account management strategy template: Account Management Strategies in B2B Sales Hans-Peter Neeb, 2023-01-09 This book provides employees and managers in sales with a clearly defined process for building sustainable business relationships along the account journey. Using a structured method, you will learn how to set yourself up for success right from the start, increase your competitiveness, increase market share and generate more sales. In B2B sales today, it's no longer primarily about just solving the customer's problems and winning as much of the customer's budget as possible. The decisive factor for success is that you ask your customer the right questions, understand his strategy in all facets and help him to achieve his goals with your offer - this is the only way to create a fruitful and long-term partnership at eye level. If you align your messages with these goals, you will generate tailored customer value, and the customer will have no choice but to accept your offer. This paradigm shift should make it easier for customers to buy, and it can be instrumental in helping account managers in B2B increase their sales over the long term. The book provides practical tools and a blueprint for salespeople to succeed and for managers to lead their teams with purpose. |
| account management strategy template: The Art of Client Service Robert Solomon, 2016-04-04 A practical guide for providing exceptional client service Most advertising and marketing people would claim great client service is an elusive, ephemeral pursuit, not easily characterized by a precise skill set or inventory of responsibilities; this book and its author argue otherwise, claiming there are definable, actionable methods to the role, and provide guidance designed to achieve more effective work. Written by one of the industry's most knowledgeable client services executives, the book begins with a definition, then follows a path from an initial new business win to beginning, building, losing, then regaining trust with clients. It is a powerful source of counsel for those new to the business, for industry veterans who want to refresh or validate what they know, and for anyone in the middle of the journey to get better at what they do. |
| account management strategy template: The Strategic Key Account Plan Hartmut Sieck, 2016-01-07 The other day in Germany: The Key Account Manager John Smith is told by his boss to create a Key Account Plan for an important, strategic customer. Should he now quickly prepare a PowerPoint presentation and show it to his boss so he's satisfied? Is a Key Account Plan actually a presentation or a real tool? If it actually is a tool, what characterizes a good Key Account Plan? How should such a Key Account Plan be structured? Should the Key Account Manager prepare this plan by himself? Just as he is contemplating all these questions, he stumbles on an interesting survey. According to this study only 20% of Key Account Managers said that they actually use this plan as a tool in their daily work, but it was this 20% that was more successful than their competitors in the year of the crisis in 2009! The conclusion from the survey catches John Smith's attention and he decides not to prepare a mere presentation but to make the most of the Account Plan by using it as a real tool. If you can identify with John Smith, this book is for you. This book will help you to structure and prepare a Key Account Plan in a professional manner. You have already prepared an Account Plan? Then use this book for a thorough scrutiny of your plan. This book is intended to be used as a guide for your work, so you can immediately put into practice what you have just read. |
| account management strategy template: Key Account Management Peter Cheverton, 2004 With a free CD ROM containing key account selection software and planning tools. Any organization's key accounts are its lifeblood. This highly practical book puts forward a unique yet simple planning methodology for identifying, obtaining, retaining and developing key customers. Completely updated and revised with lots of new material to reflect the latest best practice, this edition will reinforce its standing as the premier book on the subject. This is one of very few books to take the long-term, team-selling strategic view of Key Account Management (KAM). Apart from finding great resonance with business practitioners all over the world, Key Account Management has established itself on many academic reading lists. Translated into five languages, it was also short-listed for Business Book of the Year in Sweden (2002). This new edition features: lots of new case studies; several new chapters; significant updates on Selecting Key Customers, Key Account plans and the use of IT; a new and updated CD ROM containing the Insight key account selection software and planning tools. |
| account management strategy template: Good Strategy/Bad Strategy Richard Rumelt, 2011-06-09 When Richard Rumelt's Good Strategy/Bad Strategy was published in 2011, it immediately struck a chord, calling out as bad strategy the mish-mash of pop culture, motivational slogans and business buzz speak so often and misleadingly masquerading as the real thing. Since then, his original and pragmatic ideas have won fans around the world and continue to help readers to recognise and avoid the elements of bad strategy and adopt good, action-oriented strategies that honestly acknowledge the challenges being faced and offer straightforward approaches to overcoming them. Strategy should not be equated with ambition, leadership, vision or planning; rather, it is coherent action backed by an argument. For Rumelt, the heart of good strategy is insight into the hidden power in any situation, and into an appropriate response - whether launching a new product, fighting a war or putting a man on the moon. Drawing on examples of the good and the bad from across all sectors and all ages, he shows how this insight can be cultivated with a wide variety of tools that lead to better thinking and better strategy, strategy that cuts through the hype and gets results. |
| account management strategy template: Key Account Management Diana Woodburn, Malcolm McDonald, 2012-11-13 This book is crammed with distilled, practical wisdom for key account managers and their directors. Organizations claiming to practise key account management should equip everyone involved with a copy, so they really understand what they are supposed to be doing. Anything less is just old-fashioned selling. Developing successful business-to-business relationships with more customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. The very best state-of-the-art strategies are set out clearly in this book by intentionally known authors who have worked at the highest levels with more key and strategic account managers worldwide than probably any other leading advisors. Based on the hugely influential KEY CUSTOMERS it looks at: Why has account management become so critical to commercial success? What are the key challenges and how do successful companies respond? What part does key account management play in strategic planning? How do companies build profitable relationships with their customers? How does key account management actually work? What does a successful key account manager look like and what skills does he/she need? How should key account managers be evaluated and rewarded? How do companies achieve key account management? By addressing these key questions Woodburn and McDonald provide tools and processes for success honed by tough consultancy projects with the boards of some of the world's leading companies. The book stresses the elements that really matter - from developing a customer categorization system that really works and analyzing the needs of key accounts; to understanding the new skills required by key account managers and ensuring that key account plans are implemented. The 'real world' approach is backed by tested principles and the latest research from the renowned Cranfield School of Management. Key Account Management comes from authors who have taught leading companies how to approach their most powerful and demanding customers and still make money. It is essential reading for all senior management with strategic responsibility, for key or strategic account directors, and for marketing and sales executives. The clear and authoritative approach also makes it an outstanding text for the serious MBA and executive student as well as business-to-business company directors and key account managers. |
| account management strategy template: The New Successful Large Account Management Robert B. Miller, Stephen E. Heiman, Tad Tuleja, 2006 With limited resources and increasing competition, managing strategic accounts requires a focused strategy, plan, and process. Developed collaboratively with world-class sales forces, the Large Account Management Process provides an enduring framework for protecting and growing your most important customer relationships.- Damon Jones, COO, Miller Heiman, Inc.The Large Account Management Process has implemented a discipline that allows people to work together and communicate, setting strategies and sales goals that benefit both our customers and our own company.- Joseph L Cash, senior vice president of sales, Equifax CorporationMiller Heiman's Large Account Management Process delivers a disciplined process for gathering the information required to really understand the trends impacting our largest clients. This critical information defines the strategies that provide long-term customer value and drive consistently superior business results.- Paul Wichman, vice president and senior division sales manager, Schwab Institution'The New Successful Large Account Management' now in its third edition, is thoroughly revised and updated and takes into consideration recent changes in the industry. This hard-hitting and no-nonsense book advises you how to best manage your most important business accounts. The authors of the best-selling books The New Strategic Selling and The New Conceptual Selling provide comprehensive and practical lessons that will help you to protect and improve your most crucial customer relationships. By following their clearly definied and dynamic approach to the account planning process, you will learn how to devise a strategic action plan to manage your key accounts; manage them effectively and profitably; build long term client relationships; climb ahead of competitors and move your relationship up the buy-sell hierarchy. Whatever business you're in, this excellent book shows you how to protect those crucial accounts that you can't afford to lose. |
| account management strategy template: Successful Global Account Management Kevin Wilson, Nick Speare, Samuel J. Reese, 2002 Based on a major global research study into Global Account Management (GAM), Successful Global Account Managment shows companies how to adopt a radically different approach to dealing with their key accounts to operate as truly global suppliers. |
| account management strategy template: Key Account Management in Financial Services Peter Cheverton, 2004 Peter Cheverton's Key Account Management (3rd edition 2004) has established itself as the leading book on the subject. The idea for this new book was prompted by the huge up-take for his KAM Masterclass seminars and workshops from sales and marketing people in FS companies all over the world. It follows a similar structure to the original book, but offers specific advice on marketing and selling financial products, with real-world examples and case studies from FS companies around the globe. Compiled from original in-depth research and interviews, the book is divided into seven parts and is designed to take the reader through the process of understanding, analysis, planning, implementation and performance monitoring, so it can be used as a 'before, during, and after' guide to practical implementation. With areas covered such as the changing environment in financial services; the buying process; competitor replacement strategies; identifying key accounts; meeting the customer's needs; E-commerce and the Internet; and management of non key accounts, this book is a must-have for anyone working or studying in this field. |
| account management strategy template: Creating the Strategy Rennie Gould, 2012-08-03 Creating the Strategy is a practical guide that brings together the most important elements of business strategy, B2B marketing theory and sales management. Aimed at those wanting to structure their organizations around the winning and keeping of customers in B2B markets, the book introduces a number of unique and powerful methodologies proven in workshops conducted with clients such as Mercedes-Benz and AXA Insurance. It is structured around the Sales & Business Performance Value Chain, a unique and integrated process that builds awareness and understanding of all factors impacting on sales and business performance, providing an important diagnostic tool. Whether you are working for a large organisation or a small company, Creating the Strategy will help you recognise and implement the key elements responsible for creating outstanding sales and business performance in B2B markets. |
| account management strategy template: Implementing Key Account Management Javier Marcos, Mark Davies, Rodrigo Guesalaga, Sue Holt, 2018-08-03 Implementing Key Account Management is a highly practical handbook that guides readers through the realities of rolling out a functional key account management programme. The book offers an integrated framework for key account management (KAM) that businesses can use to design or further develop strategic customer management programmes, enabling them to overcome the obstacles that organizations often face when rolling out their strategies. Bringing together the experiences of leading experts within this field, Implementing Key Account Management draws on two decades of research and best practice from Cranfield University School of Management, one of the foremost centres for researcher and thought leadership in KAM. Between them, the authors have designed and delivered programmes globally for clients such as Rolls-Royce, Unilever, Vodafone, The Economist and many more. Rigorously researched, well-grounded and practical, this book is - quite simply - the definitive, go-to resource for implementing key account management programmes. |
| account management strategy template: Key Account Plans Lynette Ryals, Malcolm McDonald, 2010-05-14 To manage key accounts profitably you need strategic planning that works. This book is the definitive guide to achieving this based on the unmatched practical and research experience of Ryals and McDonald. Key Account Management is proven to deliver substantial benefits to the bottom line. Best practice companies know that real results from managing powerful customers are not achieved through short-term cost cutting. Instead, as the best companies understand, it depends on fostering carefully developed and profitably managed relationships with an equally carefully selected group of key accounts. This is a genuinely strategic activity that goes well beyond sales management and the simplistic use of budgets to generate targets. It is about the behaviours and practices that make predictable, profitable and sustainable Key Account Management possible. To achieve this the book is constructed to deliver- * Clear descriptions of the various techniques and the reason for their importance * A hugely powerful step by step approach to using the key techniques to build strategic skills * Templates for building real plans * Cases, examples and vignettes to show best real world practice Based on wide application in the business world, and the world class research at Cranfield Management School this book will be an essential introduction to the principles and reality of Strategic Key Account Planning. For senior managers, key account managers at all levels as well as those on executive and MBA courses it will be an essential guide and text. |
| account management strategy template: The Green Book Great Britain. Treasury, 2003 This new edition incorporates revised guidance from H.M Treasury which is designed to promote efficient policy development and resource allocation across government through the use of a thorough, long-term and analytically robust approach to the appraisal and evaluation of public service projects before significant funds are committed. It is the first edition to have been aided by a consultation process in order to ensure the guidance is clearer and more closely tailored to suit the needs of users. |
| account management strategy template: Strategic Social Media Management Karen E. Sutherland, |
| account management strategy template: How to Write a Great Business Plan William Andrews Sahlman, 2008 How to avoid common mistakes by ensuring your plan assesses the factors critical to every new venture. This popular Harvard Business Review article will give your new venture the best possible chance for success. |
| account management strategy template: High Growth Handbook Elad Gil, 2018-07-17 High Growth Handbook is the playbook for growing your startup into a global brand. Global technology executive, serial entrepreneur, and angel investor Elad Gil has worked with high-growth tech companies including Airbnb, Twitter, Google, Stripe, and Square as they’ve grown from small companies into global enterprises. Across all of these breakout companies, Gil has identified a set of common patterns and created an accessible playbook for scaling high-growth startups, which he has now codified in High Growth Handbook. In this definitive guide, Gil covers key topics, including: · The role of the CEO · Managing a board · Recruiting and overseeing an executive team · Mergers and acquisitions · Initial public offerings · Late-stage funding. Informed by interviews with some of the biggest names in Silicon Valley, including Reid Hoffman (LinkedIn), Marc Andreessen (Andreessen Horowitz), and Aaron Levie (Box), High Growth Handbook presents crystal-clear guidance for navigating the most complex challenges that confront leaders and operators in high-growth startups. |
| account management strategy template: Strategy Is Your Words Mark Pollard, 2020-08-11 |
| account management strategy template: Account Management Ken Langdon, 2004-01-16 The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people. |
| account management strategy template: Template-based Management Uwe G. Seebacher, 2020-10-29 The Template-based management (TBM) approach has been used since 2003 across the world in diverse contexts. It has evolved hand-in-hand with the evolution of business: Agile, Blueprints, Canvas, Design Thinking, or Kanban are only few of the many current concepts based on the approach. This book expands and upgrades the author's 2003 book 'Template-driven Consulting' (Springer) by tracing this evolution and offering the current state-of-the-art to practitioners. TBM combines structure and method: pre-structuring diverse processes, it helps to present complex activities and procedures in a simple, clear, and transparent manner and then implement them. The use of TBM ranges from conception or creative work in agencies to designing organizations and strategies, planning and monitoring initiatives and projects, to innovation management and optimizing cost structures, processes, or entire departments and divisions. The book also demonstrates how successful organizations use TBM to methodically and structurally apply the internal know-how in a cost and time-optimal way for attaining sustainable business success. Readers will learn to apply and use TBM, identify its importance, and benefit from a variety of case studies that illustrate the application and use for the entire business and management practice. |
| account management strategy template: The Target Account Sales Workbook: The Complete Toolkit for Sales Success (Tools, Techniques & Templates) Gerard Assey, 2024-10-21 The Target Account Sales Workbook: The Complete Toolkit for Sales Success (Tools, Techniques & Templates) is your comprehensive guide to mastering the art of Target Account Selling (TAS). This book provides a step-by-step approach to identify, prioritize, engage, and close deals with high-value accounts. Inside, you’ll find a wealth of practical exercises, templates, and real-world examples designed to enhance your sales strategies, from account research to relationship building, and from objection handling to successful negotiations. Whether you're an experienced sales professional or new to TAS, this workbook equips you with the tools to create tailored messaging, develop compelling value propositions, and retain customers for life. Transform your sales approach, close more deals, and build lasting relationships with this indispensable toolkit that promises to elevate your sales game to the next level. If you're serious about systematic account selling, this is the resource you’ve been waiting for. |
| account management strategy template: The Secrets of Successful Strategic Account Management Richard Santucci, David Hughes, 2022-04-25 Richard Santucci and David Hughes leverage their combined fifty plus years of experience in industrial sales in this guide that reveals how to take care of your most important customers. The Secrets of Successful Strategic Account Management begins by highlighting why companies must establish a strategic account program. The authors then lay out an easy-to-follow process to build such a program. The guide presents in layman’s terms a successful and proven process to enhance sales at twice a company’s average growth rate through strategic account management techniques. Learn how to: • identify strategic accounts; • select effective strategic account managers; • build out a team focused on bolstering business; • avoid common mistakes that cut into profits. Join the authors on a journey focused on boosting revenue growth and profitability, preventing losses, and converting customers into valued partners through strategic account management. “Santucci and Hughes have done a great job of laying out a playbook for developing a robust strategic account program, with some great tools and templates that will help the reader develop their own program.” —Naren Gursahaney, Non-Executive Chair of the Board-Terminix “The Secrets of Successful Strategic Account Management is the perfect blend of theory and implementation to guide your company in building strategic account management capabilities. Santucci and Hughes deliver insight and practical tips drawing upon their years of sales leadership. A superb handbook for corporate executives.” —Christopher Stevens-CEO, Unibloc-Pump, LLC |
| account management strategy template: Real Account Planning Steve Hoyle, 2013-06-12 Chess is often regarded as one of the most complex of games, but is child's play when compared to real Account Management and real Account Planning. This handbook explains how it is a far more complex game and will give you the tools, techniques and tips to significantly improve your performance and results in this critical area. This book is not for everyone. You will only appreciate it if: -You are engaged in complex Business-to-Business (B2B) sales -You face tough competition in your market -You want to generate more orders, revenues or margin for less effort and with lower risk, increasing your personal performance, success and take home pay -You are interested in real life tools and techniques used by the best Account Managers rather than academic theory -You want an approach which is based in the realities of today's New Norm of Selling, rather than 80's (or older) selling methods -You want to be more in control of your business, rather than your business controlling you. |
| account management strategy template: Digital Forensics Processing and Procedures David Lilburn Watson, Andrew Jones, 2013-08-30 This is the first digital forensics book that covers the complete lifecycle of digital evidence and the chain of custody. This comprehensive handbook includes international procedures, best practices, compliance, and a companion web site with downloadable forms. Written by world-renowned digital forensics experts, this book is a must for any digital forensics lab. It provides anyone who handles digital evidence with a guide to proper procedure throughout the chain of custody--from incident response through analysis in the lab. - A step-by-step guide to designing, building and using a digital forensics lab - A comprehensive guide for all roles in a digital forensics laboratory - Based on international standards and certifications |
| account management strategy template: Transportation Management with SAP TM 9 Jayant Daithankar, Tejkumar Pandit, 2014-08-07 The implementation of a TMS solution is a highly complex and mission critical project. If executed correctly a good TMS can deliver a number of benefits to the organization in terms of optimization, greater efficiency, reduced errors and improved revenue through accurate invoicing. However a number of projects fail to realize these benefits for a host of reasons such as an incorrect product selection, over customization of the system and lack of detailed processes. The evaluation and selection of the right transportation management system is a very critical step in the successful implementation of a TMS product as well as ensuring that the organization is able to realize the benefits expected from the system. Transportation Management with SAP TM 9 is a guide for CIO/CXOs evaluating options for various transportation management solutions available in the market and helps inappropriate decision making before committing investment. A proven evaluation framework and guidance provided in the book can help decision makers with product selection and help to create a business case for management approval and design a future roadmap for the organization. The book provides a comprehensive understanding of what SAP transportation management is and is useful for teams involved in TM Implementation and roll outs to ensure preparedness. The book explains end-to-end freight life cycle processes, functional system landscape, implementation challenges and post go-live precautions required to optimize investments in SAP TM. Transportation Management with SAP TM 9 also acts as a step by step implementation guide with details of configuration required to set up a TM9 system. This book also covers the upgrade of SAP TM8 to SAP TM9 which will be useful for existing clients who are on TM 8. Nonavailability of SAP TM skilled resources is a major challenge faced by organizations and the book provides a detailed competency building plan along with skill set requirements to create a competent and trained workforce to manage-transformation.The current book available in the market on SAP TM is based on Version 6 release which does not cover air freight processes. Our book covers end-to-end air freight configuration scenarios for logistic companies. |
| account management strategy template: Global Account Management H. David Hennessey, Jean-Pierre Jeannet, 2004-11-19 If you buy a new BMW you may be surprised as much by the owner's manual as by the car itself. Thin, personalized, and containing information only on the features you have selected in the language you speak, it is the result of a year's collaboration with Xerox that has radically improved the product and decimated costs. It is just one example of the new organizational structures and processes being developed at leading companies to serve the global marketplace. As firms realize that dealing with global customers is not simply an extension of key account management, their most common response is to launch a formal global account management initiative. Done well this is powerful and effective; however without proper planning it can spell disaster. Drawing on widely accepted 'key success factors' for global account management as well as new elements revealed by their research, David Hennessy and Jean-Pierre Jeannet redefine the process global account management around the premise that sustainable value springs only from an expert understanding of the customer's industry, its structure and its strategy. The book covers all critical aspects of the topic (the planning process, account selection, team building, executive support, global IT requirements, compensation structures and more) and draws on interviews with top global account managers at leading companies including IBM, Cable and Wireless, Siemens, HP, Guinness, Cisco, and Procter & Gamble. |
| account management strategy template: Handbook of Information Security, Threats, Vulnerabilities, Prevention, Detection, and Management Hossein Bidgoli, 2006-03-13 The Handbook of Information Security is a definitive 3-volume handbook that offers coverage of both established and cutting-edge theories and developments on information and computer security. The text contains 180 articles from over 200 leading experts, providing the benchmark resource for information security, network security, information privacy, and information warfare. |
| account management strategy template: Marketing Strategy and Competitive Positioning, 7th Edition Prof Graham Hooley, Brigitte Nicoulaud, John Rudd, Nick Lee, 2020-01-09 Marketing Strategy and Competitive Positioning 6e deals with the process of developing and implementing a marketing strategy. The book focuses on competitive positioning at the heart of marketing strategy and includes in-depth discussion of the processes used in marketing to achieve competitive advantage. The book is primarily about creating and sustaining superior performance in the marketplace. It focuses on the two central issues in marketing strategy formulation – the identification of target markets and the creation of a differential advantage. In doing that, it recognises the emergence of new potential target markets born of the recession and increased concern for climate change; and it examines ways in which firms can differentiate their offerings through the recognition of environmental and social concerns. The book is ideal for undergraduate and postgraduate students taking modules in Marketing Strategy, Marketing Management and Strategic Marketing Management. |
| account management strategy template: Blackwell's Five-Minute Veterinary Practice Management Consult Lowell Ackerman, 2013-08-13 Blackwell’s Five-Minute Veterinary Practice Management Consult, Second Edition has been extensively updated and expanded, with 55 new topics covering subjects such as online technologies, hospice care, mobile practices, compassion fatigue, practice profitability, and more. Carefully formatted using the popular Five-Minute Veterinary Consult style, the book offers fast access to authoritative information on all aspects of practice management. This Second Edition is an essential tool for running a practice, increasing revenue, and managing staff in today’s veterinary practice. Addressing topics ranging from client communication and management to legal issues, financial management, and human resources, the book is an invaluable resource for business management advice applicable to veterinary practice. Sample forms and further resources are now available on a companion website. Veterinarians and practice managers alike will find this book a comprehensive yet user-friendly guide for success in today’s challenging business environment. |
| account management strategy template: Innovation and Resource Management Strategies for Startups Development Baporikar, Neeta, 2024-02-26 In business, success hinges not only on individual performance but on the vitality of the broader ecosystem in which a company operates. However, crafting a thriving ecosystem alone is not enough to ensure success. Equally vital is the ability to manage relationships within this ecosystem effectively, harnessing its potential to enhance overall performance. Moreover, startups face the daunting challenge of scalability, a pivotal factor in long-term sustainability. Yet, achieving scalability often proves elusive due to complexities in resource management and ecosystem development. Innovation and Resource Management Strategies for Startups Development is a comprehensive solution to the pressing issues of resource management, ecosystem development, and startup scalability. This unique reference book delves deep into these critical aspects, offering a wealth of ideas, case studies, and best practices alongside thorough theoretical analysis. We recognize the undeniable influence of resource management and ecosystems on startup scalability, and our objective is to enhance understanding in this domain. By examining the powerful concepts that have shaped development policy and dissecting the role of resource management and ecosystem development in current discourse, our book provides the necessary insights to identify inefficiencies and facilitate startup scalability. It goes beyond mere theory, fostering collaborative strategies among resources, ecosystems, and startups on a global scale, ultimately contributing to social and economic development. |
| account management strategy template: #Plan to Win Tweet Ron Snyder, Eric Doner, 2011-08-17 A sound territory/strategic account plan is essential to make the best use of your limited time and resources--especially in business-to-business selling. And, the effective execution of your plan will enable you to produce better results. To help accomplish your goals in this challenging environment, this book explores a broad range of sales strategy topics focused on developing and executing a winning plan, including: Leveraging industry trends in your market segment, geography, and vertical industry segment Growing high leverage customers Penetrating new accounts, such as high-probability target prospects Working with partners to improve results Developing and implementing your action plan Ensuring the right level of management engagement#PLAN to WIN tweet Book01 is designed to help new and experienced sales people and sales managers do a better job of territory planning, strategic account planning, and partner management. Further, the methods outlined will enable readers to dramatically improve their sales effectiveness and results. If you are an account manager, the material in this book will enable you to: Create insightful and achievable territory and target account plans Enhance or improve existing plans Develop and deploy winning strategies to penetrate and retain key accounts Improve your time and territory management for maximum returnIf you are a sales manager, this book will help you: Adopt/adapt proven planning tools into current practices Provide better sales coaching to your sales team on planning techniques Better monitor your sales team's leading indicators, wins and losses to respond quickly, and fine-tune your approach Improve sales and marketing alignment Manage change to enhance your team's sales productivity#PLAN to WIN tweet Book01 is part of the THiNKaha series whose 112-page books contain 140 well-thought-out quotes (tweets/ahas). |
| account management strategy template: CMMI for Acquisition Brian Gallagher, Mike Phillips, Karen Richter, Sandra Shrum, 2011-03-04 CMMI® for Acquisition (CMMI-ACQ) describes best practices for the successful acquisition of products and services. Providing a practical framework for improving acquisition processes, CMMI-ACQ addresses the growing trend in business and government for organizations to purchase or outsource required products and services as an alternative to in-house development or resource allocation. Changes in CMMI-ACQ Version 1.3 include improvements to high maturity process areas, improvements to the model architecture to simplify use of multiple models, and added guidance about using preferred suppliers. CMMI® for Acquisition, Second Edition, is the definitive reference for CMMI-ACQ Version 1.3. In addition to the entire revised CMMI-ACQ model, the book includes updated tips, hints, cross-references, and other author notes to help you understand, apply, and quickly find information about the content of the acquisition process areas. The book now includes more than a dozen contributed essays to help guide the adoption and use of CMMI-ACQ in industry and government. Whether you are new to CMMI models or are already familiar with one or more of them, you will find this book an essential resource for managing your acquisition processes and improving your overall performance. The book is divided into three parts. Part One introduces CMMI-ACQ in the broad context of CMMI models, including essential concepts and useful background. It then describes and shows the relationships among all the components of the CMMI-ACQ process areas, and explains paths to the adoption and use of the model for process improvement and benchmarking. Several original essays share insights and real experiences with CMMI-ACQ in both industry and government environments. Part Two first describes generic goals and generic practices, and then details the twenty-two CMMI-ACQ process areas, including specific goals, specific practices, and examples. These process areas are organized alphabetically and are tabbed by process area acronym to facilitate quick reference. Part Three provides several useful resources, including sources of further information about CMMI and CMMI-ACQ, acronym definitions, a glossary of terms, and an index. |
| account management strategy template: Key Account Management Malcolm McDonald, Beth Rogers, Chartered Institute of Marketing, 1998 Key account management is a natural development of customer focus and relationship marketing in business-to-business markets. It offers critical benefits and opportunities for profit enhancement to both sides of the seller/buyer dyad. Based on extensive and unique research by Cranfield School of Management, Key Account Management presents a new framework for understanding the development of key account relationships. It incorporates a comprehensive guide to the current practice of key account management, and comments on the challenges for the future of key account management practice. The research was based on in-depth interviews with key account managers, their managers and their main contacts in the customer organization. Addresses one of the key new areas in strategic marketing practice Ideal for practitioners and students Based on the unique expertise of the Cranfield Marketing Faculty |
| account management strategy template: Social Care Management, Strategy and Business Planning Trish Hafford-Letchfield, 2011-02-15 Social Care Management, Strategy and Business Planning is a comprehensive guide to strategic social care management, covering all the knowledge and skills that managers in the 21st century must have, and showing how to make theory a practical reality. The book aims to make business planning a more accessible and user-friendly process, offering practical advice on how to tackle the everyday tasks which good social care management should involve. Topics covered include strategic planning, business development, commissioning and contracting, project management, decision-making, risk, and evaluation techniques. The book also acknowledges the challenges of working collaboratively within a complex legislative and policy framework and juggling different aspects of the management tasks whilst retaining professional identities and ethics. Also included are practical examples and lively tips and comments from practising managers on their experiences in different areas of business planning. This book will be essential reading for anyone involved in managing or leading practice either in the front line or at a more strategic level. It will be useful to post-qualifying social work students and is particularly valuable to anyone following a management training programme. |
| account management strategy template: Enterprise Management with SAP SEMTM / Business Analytics Marco Meier, Werner Sinzig, Peter Mertens, 2013-06-29 In order to make strategy happen there is a need for powerful management information systems. SAP focuses on the application of modern business administration concepts, e.g. Value Based Management, the Balanced Scorecard, the Management Cockpit or flexible planning methods. The book describes the methodology and implementation of a powerful tool for enterprise management. Practical examples show how SAP Strategic Enterprise Management/Business Analytics (SAP SEM/BA) can help to improve cross functional planning, reporting and analyzing. SAP SEM/BA is a leading edge IT-solution for top management and related departments in large enterprises and groups. It demonstrates the state of the art of modern management information and decision support systems. |
| account management strategy template: Requirements by Collaboration Ellen Gottesdiener, 2002 I spend much time helping organizations capture requirements and even more time helping them recover from not capturing requirements. Many of them have gone through some motions regarding requirements as if they were sleepworking. It's time to wake up and do it right-and this book is going to be their alarm clock. - Jerry Weinberg, author of numerous books on productivity enhancement In today's complex, fast-paced software development environment, collaboration-the intense peer-to-peer conversations that result in products, decisions, and knowledge sharing-is absolutely essential to success. But all too often, attempts to collaborate degenerate into agonizing meetings or ineffectual bull sessions. Ellen's wonderful book will help you bridge the gap-turning the agony of meetings into the ecstasy of effective collaboration. - Jim Highsmith, a pioneer in adaptive software development methods Requirements by Collaboration presents a wealth of practical tools and techniques for facilitating requirements development workshops. It is suitable-no, essential reading-for requirements workshop facilitators. It will help both technical people and customer representatives participate in these critical contributions to software success. - Karl Wiegers, Principal Consultant, Process Impact, author of Software Requirements The need for this particular book, at this particular time, is crystal clear. We have entered a new age where software development must be viewed as a form of business problem solving. That means direct user participation in developing 'requirements, ' or more accurately, in jointly working the business problem. That, in turn, means facilitated sessions. In this book, Ellen Gottesdiener provides a wealth of practical ideas for ensuring that you have exactly the right stuff for this all-important area of professional art. - Ronald G. Ross, Principal, Business Rule Solutions, LLC, Executive Editor, www.BRCommunity.com Gottesdiener's years of software development experience coupled with her straight-forward writing style make her book a perfect choice for either a senior developer or a midlevel project manager. In addition to her technical experience, her knowledge of group dynamics balance the book by educating the reader on how to manage conflict and personality differences within a requirements team-something that is missing from most requirements textbooks...It is a required 'handbook' that will be referred to again and again. - Kay Christian, ebusiness Consultant, Conifer, Colorado Requirements by Collaboration is a 'must read' for any system stakeholder. End users and system analysts will learn the significant value they can add to the systems development process. Management will learn the tremendous return they may receive from making a modest time/people investment in facilitated sessions. Facilitators will discover ways to glean an amazing amount of high-quality information in a relatively brief time. - Russ Schwartz, Computer System Quality Consultant, Global Biotechnology Firm In addition to showing how requirements are identified, evaluated, and confirmed, Ellen provides important guidance based on her own real-world experience for creating and managing the workshop environment in which requirements are generated. This book is an engaging and invaluable resource for project teams and sponsors, both business and IT, who are committed to achieving results in the most productive manner possible. - Hal Thilmony, Senior Manager, Business Process Improvement (Finance), CiscoSystems, Inc. Project managers should read this book for assistance with planning the requirements process. Experienced facilitators will enrich their knowledge. New facilitators can use this book to get them up to speed and become more effective in less time. - Rob Stroober, Competence Development Manager and Project Manager, Deloitte &Touche Consultdata, The Netherlands While many books discuss the details of software requirement artifacts (for example, use cases), Ellen's new book zeros in on effective workshop techniques and tools used to gather the content of these artifacts. As a pioneer in requirements workshops, she shares her real-life experiences in a comprehensive and easy-to-read book with many helpful examples and diagrams. - Bill Bird, Aera Energy LLC Requirements by Collaboration is absolutely full of guidance on the most effective ways to use workshops in requirements capture. This book will help workshop owners and facilitators to determine and gain agreement on a sound set of requirements, which will form a solid foundation for the development work that is to follow. - Jennifer Stapleton, Software Process Consultant and author of DSDM: The Methodin Practice This book provides an array of techniques within a clear, structured process, along with excellent examples of how and when to use them. It's an excellent, practical, and really useful handbook written by a very experienced author! - Jean-Anne Kirk, Director DSDM Consortium and IAF Professional Development Ellen has written a detailed, comprehensive, and practical handbook for facilitating groups in gathering requirements. The processes she outlines give the facilitator tools to bring together very different perspectives from stakeholders elegantly and with practical, useable results. - Jo Nelson, Principal, ICA Associates, Inc., Chair, IAF (2001-2002) Requirements by Collaboration: Workshops for Defining Needs focuses on the human side of software development--how well we work with our customers and teammates. Experience shows that the quality and degree of participation, communication, respect, and trust among all the stakeholders in a project can strongly influence its success or failure. Ellen Gottesdiener points out that such qualities are especially important when defining user requirements and she shows in this book exactly what to do about that fact. Gottesdiener shows specifically how to plan and conduct requirements workshops. These carefully organized and facilitated meetings bring business managers, technical staff, customers, and users into a setting where, together, they can discover, evolve, validate, verify, and agree upon their product needs. Not only are their requirements more effectively defined through this collaboration, but the foundation is laid for good teamwork throughout the entire project. Other books focus on how to build the product right. Requirements by Collaboration focuses instead on what must come first--the right product to build. |
| account management strategy template: Business Model Generation Alexander Osterwalder, Yves Pigneur, 2013-02-01 Business Model Generation is a handbook for visionaries, game changers, and challengers striving to defy outmoded business models and design tomorrow's enterprises. If your organization needs to adapt to harsh new realities, but you don't yet have a strategy that will get you out in front of your competitors, you need Business Model Generation. Co-created by 470 Business Model Canvas practitioners from 45 countries, the book features a beautiful, highly visual, 4-color design that takes powerful strategic ideas and tools, and makes them easy to implement in your organization. It explains the most common Business Model patterns, based on concepts from leading business thinkers, and helps you reinterpret them for your own context. You will learn how to systematically understand, design, and implement a game-changing business model--or analyze and renovate an old one. Along the way, you'll understand at a much deeper level your customers, distribution channels, partners, revenue streams, costs, and your core value proposition. Business Model Generation features practical innovation techniques used today by leading consultants and companies worldwide, including 3M, Ericsson, Capgemini, Deloitte, and others. Designed for doers, it is for those ready to abandon outmoded thinking and embrace new models of value creation: for executives, consultants, entrepreneurs, and leaders of all organizations. If you're ready to change the rules, you belong to the business model generation! |
| account management strategy template: Risk Management Strategies in Public-Private Partnerships Obicci, Peter Adoko, 2017-03-03 Governments around the globe are facing a new framework of service delivery as public-private partnerships become more prevalent. Characterized as an innovative tool for change, this area of socio-economic development is transforming the world economy. Risk Management Strategies in Public-Private Partnerships is an essential reference source for the latest scholarly research on recent developments on the relationships between public agencies and private sectors, and frameworks for effectively managing risk factors. Featuring extensive coverage on a wide variety of topics and perspectives such as service delivery, sustainability, and contractual design, this publication is ideally designed for policy makers, students, and professionals seeking current research on ways to manage problems and challenges in contractual partnerships. |
| account management strategy template: Advancing Strategic Sourcing and Healthcare Affordability Michael Georgulis, Jr., Mark C. West, 2024-09-18 The United States spends more than 17% of its gross domestic product (GDP) on health care, while other developed countries throughout the world average 8.7% of GDP on healthcare expenditures. By 2028, that percentage in the United States is projected to be 19.7% of GDP. Yet all this spending apparently doesn’t equate to value, quality, or performance. Among 11 high-income countries, the U.S. healthcare industry ranked last during the past seven years in four key performance categories: administrative efficiency, access to care, equity, and healthcare outcomes. This book centers on ways to bring down skyrocketing healthcare costs and improve comparatively low patient outcomes by focusing on the second-highest cost after staffing in U.S. healthcare: the supply chain. The authors present strategies for aligning the healthcare supply chain, leadership, physicians, and department budget owners to achieve evidence-based value analysis (EVA) and effective strategic sourcing. The key to bringing alignment to where it needs to be is understanding the art and science of EVA and strategic sourcing and reorienting the health systems toward productively and gainfully accomplishing them both. Within healthcare, the biggest opportunities for a quantum leap in affordability and quality directly tie to improving the product and service selection process through EVA and greatly advancing hospital and health system supply chain sourcing strategies. The book outlines what the authors call the Lacuna Triangle—three lacunas (or gaps) that occur in hospitals and health systems that prevent them from pursuing effective EVA and strategic sourcing. The authors explore the three effects of those gaps, which keep the Lacuna Triangle walls tightly closed so that the oligopolies, irrational markets, and irrational pricing that those gaps create can continue to thrive, and where many healthcare organizations remain trapped. The goal with this book is to pluck the supply chain and health system executive and clinical leadership out of the chaos and irrationality they are caught in and give them tactics and strategies for reengineering the alignment of these processes to serve their enterprises’ needs. The book does this by a deep exploration into strategic sourcing, a way of doing business that has been embraced and employed effectively for decades in supply chain management in various industries and in healthcare supply chain in other countries. |
| account management strategy template: HOW DO PROJECT MANAGERS THINK SUJIT GHOSH, 2021-05-12 “Project managers are the thinker by nature and leader by act” |
| account management strategy template: How Digital Intelligence Drives Business Growth Zhizhuan Business Research Institute, 2023-12-25 This book aims to build a framework for understanding how to achieve new business growth through digital intelligence. It reveals the driving force and commercial logic behind the technology upgrade and transformation for enterprises, analyzes how to improve enterprises' branding, product, distribution channel, marketing, logistics, and organization under the new context, and studies the successful cases in digital intelligence of 6 Chinese enterprises. For business school students, researchers, managers, and practitioners, it is helpful to build an overview and understanding on strategy level as well as practice level. |
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