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“Run Your Account Like a Business” – Account Strategy & Plan
BEST PRACTICES
ü Don’t over-engineer the plan and planning process
SCP SKILLS ü Leverage the strategic account plan enablement
ü Leverage best practice tools in APM and other components of Harmony & F4S
ü Infuse design thinking into your account planning for ideation and out of the box thinking
ü Validate with customer – are account needs understood and do strategies and solutions effectively
address these needs?
ü Keep score - incorporate metrics into the account plan
ü Tactical vs Strategic Relationship Assessment
ü Relationship Scorecard
ü Balance Sheet Assessment
ü Account Relationship Penetration Index
ü Loyalty / Voice of the Customer Rating
ü Make it a dynamic document - versus a one and done exercise in Q1
ü Maintain an executive overview of your account plan for briefings with executives, quarterly
business reviews, etc.
ü The executive overview is a subset of the detailed account plan, intended to succinctly
convey the most relevant information to management
© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ INTERNAL | Scott Schwartzman, SCP Global CoE
