Account plans

Win more business from existing clients

Clients like to buy from people who understand their business.

A good plan helps your sales talent perform. CAP helps manage existing clients and grow revenue by concentrating sales effort on supporting your client’s business strategy. CAP follows a simple four stage approach:

1. Research

If you lack the in-house resources, we produce a research pack to ensure your sales team has the information they need to understand your client’s business. As an option this can be prepared in a mind map format which is particularly effective when sharing plans with clients.

2. Workshop

A simple structured workshop designed to: • analyse the pain points of your client’s business • identify initiatives your client will finance to develop his business • map your client’s likely investment against your solution set • develop an initial action plan.

3. Validate with Client

Best practice is to validate account plans with the clients concerned – correctly handled this is one of the most powerful relationship-building and account development techniques.

4. Refine and Execute

Once validated with the client the plan should be adjusted as necessary. Very often your client will advise you where you would probably be wasting effort and even suggest new opportunities.
© S W Breese Contact Policies

Win more business from

existing clients

Clients like to buy from people who

understand their business.

A good plan helps your sales talent perform. CAP helps manage existing clients and grow revenue by concentrating sales effort on supporting your client’s business strategy. CAP follows a simple four stage approach:

1. Research

If you lack the in-house resources, we produce a research pack to ensure your sales team has the information they need to understand your client’s business. As an option this can be prepared in a mind map format which is particularly effective when sharing plans with clients.

2. Workshop

A simple structured workshop designed to: • analyse the pain points of your client’s business • identify initiatives your client will finance to develop his business • map your client’s likely investment against your solution set • develop an initial action plan.

3. Validate with Client

Best practice is to validate account plans with the clients concerned – correctly handled this is one of the most powerful relationship-building and account development techniques.

4. Refine and Execute

Once validated with the client the plan should be adjusted as necessary. Very often your client will advise you where you would probably be wasting effort and even suggest new opportunities.
© S W Breese Contact Policies