Target Account Plan Find this helpful? Please tell your friends!

Target Account Plan Find this helpful? Please tell your friends!

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Find this helpful? Please tell your friends! Target Account Plan (Company Name) Target Account Plan 3FORWARD.com Create. Increase. Accelerate. TM 3 3FORWARD, LLC

Find this helpful? Please tell your friends! Pursuit Strategy Executive Summary Vision for the account: Statement of direction and long-term goals Alignment: Identify client key issues and how we align Company Name bid/buying approach Summary of our competitive strategy Relationship status: What is our status with key stakeholders? Critical Success Factors: What we need to achieve our goal Executive Relationship strategy: Identify strategy for mapping our senior management to Company Name leadership How will we differentiate or add value Entry Point Strategy: If new client, how we will penetrate the account Proposed solutions (likely) Cross Sell Strategy Summary of largest opportunity for growth 3FORWARD.com Create. Increase. Accelerate. TM 4 3FORWARD, LLC

Find this helpful? Please tell your friends! Company Name Pursuit Team Pursuit team Sales Executive Subject Expert Solution Lead Pricing Lead Executive Sponsor Other support: 3FORWARD.com Create. Increase. Accelerate. TM 5 3FORWARD, LLC

Find this helpful? Please tell your friends! Company Name Information Overview Client Business Company size Revenue Industry Market Share % Parent company (if relevant) Geographic reach Headcount Products/Services Ranking in Fortune 1000 Spend (in related solutions) Client 3 Year Financial History (in millions) Financials 20 20 20 Trend Revenue Neutral Gross Margin Positive Net Profit Negative to flat Stock Price (High/Low) Neutral EPS Negative to flat EBITDA Negative 3FORWARD.com Create. Increase. Accelerate. TM 6 3FORWARD, LLC

Find this helpful? Please tell your friends! Company Name Industry Trends Trend one Trend two Trend three Trend four Trend five 3FORWARD.com Create. Increase. Accelerate. TM 7 3FORWARD, LLC

Find this helpful? Please tell your friends! Relationship Map Our current top contacts within Company Name Evaluation Role Contact Name Title D Decider I Influencer C Champion S Sponsoring Executive Influence H High, M Mediu mL Low Coverage Who is responsible for building and establishing the relationship with this individual? Last Face to Face Meeting Next Face to Face Meeting Who are the key individuals that drive this organization? Additional contacts required for account entry & exploration? 3FORWARD.com Create. Increase. Accelerate. TM 8 3FORWARD, LLC

Find this helpful? Please tell your friends! Relationship History Relationship Status Existing Client or New Logo? If existing client, when did relationship begin? Revenue history if past client? If new logo, was target ever a client? When? Contract Status if Existing/Past Account: Existing Contracts 3FORWARD.com Create. Increase. Accelerate. TM Client Division Deal Type Deal Value Renewal Date Owner 9 3FORWARD, LLC

Find this helpful? Please tell your friends! Critical Past Events Action / Event 3FORWARD.com Create. Increase. Accelerate. TM Result Impact Concern 10 3FORWARD, LLC

Find this helpful? Please tell your friends! Competitive Landscape Incumbent vendors and challengers Vendor Type of Engagement 3FORWARD.com Create. Increase. Accelerate. TM Contract Type/Term Competitor Strengths in Account Competitor Weakness in Account Share of Spend( , %) # of onsite resources # offshore resources Sales Rep and/or Delivery Lead on Account 11 3FORWARD, LLC

Find this helpful? Please tell your friends! Advisors and Consultants Is the client utilizing third parties (Industry Analysts, Procurement Consultants) to help define their strategy? Organization 3FORWARD.com Create. Increase. Accelerate. TM Contract Client Sponsor in Account Role Relationship 12 3FORWARD, LLC

Find this helpful? Please tell your friends! Current Relationship SWOT Strengths Weaknesses 1. Strength one 1. Weakness one 2. Strength two 2. Weakness two 3. Strength three 3. Weakness three Opportunities Threats 1. Opportunity one 1. Threat one 2. Opportunity two 2. Threat two 3. Opportunity three 3. Threat three 3FORWARD.com Create. Increase. Accelerate. TM 13 3FORWARD, LLC

Find this helpful? Please tell your friends! Current Pipeline Review Proposal/Deal Name 3FORWARD.com Create. Increase. Accelerate. TM Solicited or Unsolicited Deal Type Deal Value Date Presented Forecasted Decision Date Decision Maker 14 3FORWARD, LLC

Find this helpful? Please tell your friends! Positioning Discussion List competitive threats Our response to the threats List competitive weaknesses Our response to the weaknesses List anticipated objections Our plan for addressing objections List internal threats Our response to internal threats How are we currently positioned against competitors in the account? Thought leadership Innovation Creativity Relationships with contacts in account Perceived price to value

Find this helpful? Please tell your friends! Relationship Discussion What are the key issues affecting our relationships in the account? Consider Perception/image Awareness levels of our company Negative view of the project/deal/organizational response Internal politics – who are there detractors, competing agendas, alternatives? Competitor influence What relationships exist that can be leveraged to aid our position? Consider: Executive relations Board relations In-direct relationships between employees and other Target Company staff Relationships with analysts and consultants Reference History Reference provided for which pursuit? Result of reference? Recognition provided to client? When and who provided?

Find this helpful? Please tell your friends! Account Plan Summary # Objectives Tactical Action(s) Milestones Target Obstacles 1 2 3 4 5 3FORWARD.com Create. Increase. Accelerate. TM 17 3FORWARD, LLC

Find this helpful? Please tell your friends! Target Account Plan Company Name Target Account Plan 3FORWARD.com Create. Increase. Accelerate. TM Find this helpful? Please tell your friends! 18 3FORWARD, LLC