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19 worksheets and progress

Account Objectives and Budget

Buyer name: XYZ Global Your name: Ronald Tan

Direct measures of progress (traditional, financial) By what dates(s)

Grow revenue year on year: 15% in year 1; 25% in year 2 End of year 1 and 2
Current annual fees = 500k

Maintain margin at 54% Review every 6
months

Introduce 2 new service offerings each year End of year 1 and 2

Improved win ratio – from 30% to 80% of bids submitted End of year 1

Contributing factors (non-traditional, relationship oriented) By what date(s)

Increase number of touch-points in XYZ from 4 to 8 key In 3 months
relationships

At least 1 hour conversations plus CC Notes to evidence engaging In 6 months
conversations

Additional people introduced – our people plus other people who In 6 months
might help the buyer

New and more opportunities identified and for which we are asked Review after 12
to bid months months

Referrals to other buyers / parts of their business Review after 12
months

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