These templates are created by former McKinsey, BCG, Deloitte, EY, and Capgemini consultants and are the same used by MBB, Big 4, and Fortune 100 companies when performing Strategic Account Planning & Management.
This product (Account Management Templates) is a 19-slide PPT PowerPoint presentation slide deck (PPT), which you can download immediately upon purchase.
This document serves as a comprehensive set of templates for Key Account Management.
Sections include Relationship Map, SWOT Analysis, Marketing Plan, Sales Pipeline, Competitive Footprint, and more.
The templates are the same used by Fortune 100 companies when performing Strategic Account Planning and Management.
This document provides a robust framework for managing strategic accounts, ensuring you have all the necessary tools to drive growth and maintain strong client relationships. The templates cover critical areas such as identifying financial targets, understanding the current pipeline status, and articulating the makeup of the account team. These elements are essential for crafting a comprehensive account strategy that aligns with your business objectives.
The Account Team section allows you to clearly define roles and responsibilities within your team, ensuring that everyone is aligned and working towards common goals. This clarity is crucial for effective collaboration and execution of your account plans. The Business Development Investment Plan template helps you allocate resources efficiently, track investment returns, and ensure that your business development efforts are yielding the desired outcomes.
Competitive positioning is another key focus of this document. By linking client issues to your company's capabilities and identifying key opportunities, you can position your organization as a trusted advisor and strategic partner. Understanding how competitors are supporting the client also provides valuable insights that can inform your strategy and help you stay ahead in the market.
The Account Key Action Plan and Penetration Strategy template is designed to help you outline specific actions, assign ownership, and set timelines for execution. This structured approach ensures that your strategic initiatives are implemented effectively, driving penetration and growth within your key accounts. The Competitive Footprint section further enhances your strategic planning by providing a detailed analysis of your competitors, their market positions, and their strategies, enabling you to make informed decisions and stay competitive.
Got a question about the product? Email us at support@flevy.com or ask the author directly by using the "Ask the Author a Question" form. If you cannot view the preview above this document description, go here to view the large preview instead.
This PPT slide titled "Current Pipeline" outlines a structured approach to tracking opportunities through various stages of development. It employs a funnel diagram to visually represent the progression from initial identification to closure. The stages are clearly defined: Identified, Contacted, Qualified, Developed, and Closed, indicating a systematic flow of potential initiatives.
In the first stage, "Identified," opportunities are recognized, but not yet engaged. As one moves down the funnel, the stages reflect increasing levels of engagement and qualification. The "Contacted" stage suggests outreach efforts have commenced, while "Qualified" indicates that opportunities have been vetted for viability. The "Developed" stage likely involves deeper discussions or proposals, leading to the final "Closed" stage, where outcomes are recorded as either won, lost, or not applicable.
The right-hand column lists specific opportunities or initiatives, with an example provided for the CMO's office implementation. Each entry includes a date, which likely marks when the opportunity was last updated or when a significant action took place. This structured approach allows for clear tracking of progress and accountability within the pipeline.
The slide serves as a practical tool for executives looking to manage their sales or project initiatives effectively. It emphasizes the importance of each stage in the pipeline and provides a framework for assessing the status of various opportunities. By utilizing this template, organizations can ensure they maintain focus on critical initiatives while systematically moving them toward closure.
This PPT slide titled "General Guidelines for completing this Account Guidance section" outlines a structured approach for managing client accounts effectively. It is divided into 4 main sections: Objectives, Suggested Data Sources, Key Questions, and a blue banner at the bottom that is not to be considered.
The Objectives section lists critical tasks for account management. It emphasizes the need to provide a comprehensive overview of the account, identify financial targets by discipline, and articulate the current state of the relationship. Understanding the account team’s composition and recognizing key client players are also highlighted, as these factors can significantly influence the relationship dynamics. The section concludes with the importance of understanding the current pipeline status and identifying the business development investment plan, which are essential for aligning growth strategies.
The Suggested Data Sources section provides practical guidance on where to gather relevant information. It suggests engaging with the Account Executive and reviewing client public materials such as annual reports and SEC filings. Analyst reports and relationship maps are also recommended, along with documents that appraise the current situation and outline business development plans.
Finally, the Key Questions section poses critical inquiries that should be addressed during the account management process. These questions focus on the account's ambitions for the future, the structure of the account team, and the relationships with key decision-makers. It also prompts consideration of the necessary business development investments to achieve specified goals and expand the account's footprint.
This slide serves as a valuable tool for executives looking to enhance their account management practices, ensuring a thorough understanding of client dynamics and strategic planning.
This PPT slide titled "Account Overview" presents a structured framework for managing client accounts effectively. It is divided into 2 main sections: Basic Account Management Information and Basic Client Information.
In the first section, key details about the account are outlined. This includes the account name, the account executive, and the sales executive responsible for the relationship. The slide emphasizes the importance of identifying strategic strengths and a critical vulnerability, which are essential for understanding the account's positioning and potential risks.
The performance metrics section provides a snapshot of financial health, with columns for last year's performance, this year's budget, year-to-date figures, and forecasts. It includes specific metrics such as bookings, revenue, contribution margin (CM), and CM percentage. This data is crucial for tracking progress and making informed decisions regarding resource allocation and strategy adjustments.
The second section focuses on basic client information, which includes the client's revenue and profit for the current year and the number of employees. This information is vital for contextualizing the account's significance within the broader market landscape.
The slide concludes with a segment dedicated to the top 3 current opportunities. This part highlights potential growth areas by listing opportunity names, total contract value (TCV), descriptions, disciplines, sign states, sales stages, and probabilities. This structured approach allows for a clear understanding of where to focus efforts for maximizing client engagement and revenue generation.
Overall, this slide serves as a comprehensive tool for executives to assess account performance, identify strategic opportunities, and manage client relationships effectively.
These templates are created by former McKinsey, BCG, Deloitte, EY, and Capgemini consultants and are the same used by MBB, Big 4, and Fortune 100 companies when performing Strategic Account Planning & Management.
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