4.1 CURRENT POSITION & FACT-FINDING
Current Position
TOTAL ITEMS: 30
REVEALED HERE: 9
The construction of an Account File (4.2) should begin immediately the decision has been taken to operate the Account Management process for any given Client.
The Account File will be maintained for however long the organisation continues to be regarded as a Client even when there has been no revenue income for some time but the organisation continues to be regarded as having good potential.
However, much of the information required for the Account file will be acquired gradually, sometimes over many months, maybe even a year or more.
Therefore, as the Account File will be in different stages of completeness as it progresses through the various elements of Account Management, particularly in the early days, an Account Snapshot Summary must be created at the outset and kept up to date throughout. It will become the first section of the Account File itself.
The Snapshot Summary will be of crucial importance to anyone being introduced to the Client Account for the first time, for whatever reason and at any level in the hierarchy. It will also be a key input for setting the scene whenever there is a Review of any aspect of the Account (contracted commitments, sales, business planning, contact planning, financial performance, balanced scorecard, SWOT analysis, etc., etc.).
A sample of information items is given below and a further 21 are provided when the module is purchased.
Account Snapshot Summary
Account Vision/Mission Statement
Relationship Rating*
Date first invoiced
Date last invoiced
Total Amount of Invoices awaiting payment for more than 60 days
Total Revenue to date (£K)
Total Profit to date (£K)
Profit Margin to date (%)
Future Business Rating*
21 more available
* Ratings:
5 = Excellent
4 = Good (beats expectations)
3 = Satisfactory (meets expectations)
2 = Improvement required
1 = Unsatisfactory
”ALWAYS BEING UP TO SPEED ENABLES YOU TO RESPOND THE FASTEST REGARDING SALES OPPORTUNITIES AND PRE-EMPT THE COMPETITION”
Fact-Finding
TOTAL ITEMS: 73
REVEALED HERE: 26
The suggested contents for the Account File is given in two parts. The first part is recommended for the initial set up (Account File, 4.2). The second part (also 4.2) adds further information which provides a comprehensive Account File which will be the Bible for all activity relating to a particular Client.
A sample of key information items is given below and a further 47 are provided when the module is purchased.
Key Information
So, to enable the gradual construction of an Account File, early research should focus on the following Client related areas:
Market
5 available
Strategy
10 available
Business Structure
5 available
Organisation
6 available
Business Performance
- balanced scorecard, critical success factors, key performance indicators, core business activities, non-core business activities (outsourcing potential?), walk through Annual Report/Market Analyses, etc.
Business Change
2 available
Purchasing & Procurement
- strategy, budget/external spend per 'category', Client plans/activities to achieve objectives/goals, supplier classification/management, buying process/who/where/when (including decision making), payments process/cycle, etc.
IT Spend
3 available
HR & Resourcing
2 available
Culture
- define Client culture, ethos, values, etc. Compare these to your own Company, identify areas of synergy and possible conflict
Competition
- who are they, product offerings, areas of involvement, how long, increasing/decreasing revenue, key relationships (particularly senior level), worth meeting to discuss where could/could not work together? (tell the Client you are doing this)
3rd Parties
4 available
Relationships
2 available
Needs
4 available
Currency of Information
4 available
“A DOGGED DETERMINATION TO LEARN MORE & MORE ABOUT THE CLIENT SHOULD NEVER DIMINISH”
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‘ASPIRE’ (How To Manage Any Client) ™
Account Management & Development
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