ACCOUNT PLANNING
OUTLINE
Category Definitions To Building A
Great Business Development Plan
By Andre’ Harrell
Account Planning Definitions
Territory Overview: The Territory Overview highlights the key themes and issues of each accou...
For additional information on this abbreviated
presentation on how to build a “Functional
Account Plan” and training imple...
Andre’ Harrell
AH2 & Beyond Consulting
www.ah2andbeyond.com
267-221-8529
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Account Planning Outline (Business Development Excellence)

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For additional information on this abbreviated presentation on how to build a “Functional Account Plan” and training implementation workshop, please contact us at:
andre.harrell@ah2andbeyond.com or aharrell2000@comcast.net and our website: www.ah2andbeyond.com

THANK YOU FOR REVIEWING OUR PRESENTATION!

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Account Planning Outline (Business Development Excellence)

  1. 1. ACCOUNT PLANNING OUTLINE Category Definitions To Building A Great Business Development Plan By Andre’ Harrell
  2. 2. Account Planning Definitions Territory Overview: The Territory Overview highlights the key themes and issues of each account. The following components are the situational assessment portion of the account planning process. Diagnostic: The Diagnostic is the examination and assessment of your accounts (both external and internal) in which you conduct business activities. SWOT: The SWOT is the next step in business planning in which the critical issues are derived. It includes both internal and external factors from which a representative determines critical issues. (Strength INTERNAL) What skills or attributes can we exploit to our advantage? (Weakness: INTERNAL) What skills or attributes do we need to develop? (Opportunity: EXTERNAL) Where in the marketplace can we maximize our growth? (Threat EXTERNAL) Where in the marketplace will we need to defend our business? Critical Success Factors: Critical Success Factors arise from an analysis of the SWOT. They included issues (internal and external) that are most critical to our business and dictate the priorities, strategies, and tactics for the upcoming period. They should be limited to 3 or 4 and are the “here’s what we really have to pay attention to” issues. The following components are the action-planning portion of the account planning process. Goals: A Goal clearly outlines what you expect to accomplish in a given period of time, and should always align with company/brand direction. Goals should follow the SMART criteria: • Specific • Measurable • Action-oriented • Realistic • Time-bound Strategy: A Strategy sets the direction for how you will conduct business. It is any internal or external factor that can affect your business by allowing you to capitalize on opportunities, overcome threats, leverage strengths, and minimize weaknesses. Tactics: Tactics are very specific actions necessary to achieve goals and objectives. They direct who should do what, where, or with whom, and by what date. Execution Tracker: An Execution Tracker includes milestones and/or specific dates necessary to quantitatively determine progress towards goals, measure outcomes of tactics and correct problems.
  3. 3. For additional information on this abbreviated presentation on how to build a “Functional Account Plan” and training implementation workshop, please contact us at: andre.harrell@ah2andbeyond.com or aharrell2000@comcast.net and our website: www.ah2andbeyond.com THANK YOU FOR REVIEWING OUR PRESENTATION!
  4. 4. Andre’ Harrell AH2 & Beyond Consulting www.ah2andbeyond.com 267-221-8529

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