5.4 ACCOUNT PERFORMANCE REVIEW
Agenda
Main Inputs
Questions to Ask
After the Review
TOTAL CHECKS, TIPS & QUESTIONS: 91
REVEALED HERE: 25
In addition to any current contractual commitments and aspirations for the Account, the frequency of internal Account Performance Reviews will depend on the size, complexity and potential of each Client.
It is also very important that the right people are present to contribute on specific areas and take responsibility for all related action points. Again, these will vary according to Account size, complexity and potential but will always include the Account Manager and their line manager.
A sample of checks and tips is given below and a further 66 are provided when the module is purchased.
Agenda
Current Work, Service, People &/or Product Contracts (incl. debtors)
Balanced Scorecard (5.3)
SWOT Analysis (5.2)
17 more available
Main Inputs
Client Progress Review Minutes (8.1)
Client Organisation Charts (6.1)
Risk Management Analyses (10.1)
Sales Opportunity Action Plans (7.1/7.2)
10 more available
Questions To Ask
Admin
how complete is the Account File (prioritise need/action for required information)?
are all Meetings & Reviews taking place at required frequencies (incl. Account Progress Reviews with the Client)?
Risk Management
are any risks flagged as red? If yes, they must be reviewed now.
Client
how is the Client performing in their market? (increasing/declining market share)
are any key Contacts leaving or changing role?
2 more available
Client Contact/Relationship
are we speaking to the decision makers & those who award the contracts?
are Client references available (from this Client, use those of other Clients)?
6 more available
Issues
have there been any Client Complaints. If yes, have they been resolved satisfactorily?
are there any outstanding payments to your own Company older than 60 days?
3 more available
Delivery/Performance
are revenue & profit margin (%) targets being achieved? If not, are they realistic?
if targets are realistic, why are they being missed (poor estimates/quote/contract, overruns, delays, rework, etc.)?
have any Level 1 tests failed in the Balanced Scorecard? If yes, they must be reviewed now.
Sales
what are the reasons for failed bids?
what are the current (genuine) sales opportunities?
11 more available
Competitors
do Competitors have access to influential Client staff/management who we don't know?
have Competitors been working for the Client much longer than us?
13 more available
After The Review
Update SWOT Analysis
Update Balanced Scorecard
4 more available
”WITHOUT REGULAR PRAGMATIC REVIEWS OF ACCOUNT PERFORMANCE YOU CANNOT ACHIEVE YOUR GOALS & TARGETS”
ANOTHER 66 CHECKS, TIPS & QUESTIONS AVAILABLE
75% PRICE DISCOUNT FOR LIMITED PERIOD
‘ASPIRE’ (How To Manage Any Client) ™
Account Management & Development
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