Account Planning
At InTeam Consulting (ITC), we understand the long term success and growth of your business depends on developing and maintaining a very strong customer bond and careful Account Planning.
We will leverage more than 38 years’ experience to help you:
- Conduct a business review of the account
- Ensure a formal account plan is in place
- Ensure an account Director, Account Manager are assigned
- Ensure an account action register is in place, active and managed accordingly
- Ensure an executive relationship as appropriate
- Ensure formal account reviews
- Review the account support structure and assign a dedicated team as appropriate
- Ensure active sales funnel with opportunities and forecast to support the overall business plan
- Develop and manage white space to drive new business
- Work with your team and customer to seek, scope and develop any non standard or Professional Services opportunities. Prepare to engage external supplier(s) as needed
- Establish a regular customer account meeting schedule
- Develop formal response to customer RFP(s)
- Ensure formal agreements in place (master, credit check, service agreements, Non Disclosure Agreement), aligned to corporate authorization plan
- Engage corporate legal team to ensure endorsement of formal agreements are aligned to form, standard corporate Terms and Conditions
- Monitor for contract renewals and leverage for new business opportunities
- Link to marketing for competitive analysis, market rates
- Ensure customer business needs are aligned to your product portfolio, processes, service delivery and service management teams
- Ensure your team is able to deliver on the customer commitments (internal or external suppliers)
- Review, verify and adjust (continuous process improvement) various processes to suit your customers’ business needs, including but not limited to price quotation; order process - pre qualification and firm order (alignment between your internal portal/templates and customer process); Customer Care; Service Delivery; Service Assurance; billing process, format, timing and support; dispute process
- Link to billing, credit and collections team for awareness
- Ensure a service guide in place with delivery cycles, contact escalation chart to streamline the customer contact process