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“Run Your Account Like a Business” – SAPPHIRE
Who should I invite? Get Approvals & Start Ensure everything is in place
Start top-down but recognize who the buying Planning Make sure you’ve talked to What’s your back-up Plan?
influencers are (usually VPs and above) Get approval on the pro- everyone involved, re- Know ahead of time that
forma agenda and start confirmed all activities, something will happen that will
requesting executive assigned hosts, and are aligned cause a disruption in your
meetings, setting up dinners, on messaging. plans. Know its coming and
etc. have a back-up plan for every
What if my Customer doesn’t want meeting.
to go? Develop your REAL agenda
Find out what drives your Personal Calendar Invites
customer – Relationship Send personal emails in
Building? A handshake? calendar format
4-5 Months 3 Months 2 Months 1.5 Months 1 Month 2 Weeks 1 Week SAPPHIRE
Dinners & Extras
Identifying Objectives and Outline of Final Agenda Approval & Prep Budgeting
Agenda Monday is usually Golf day, Gain REAL agenda approval Be mindful of your budget and
Tuesday is good for a dinner,
What are your customers objectives? Wednesday is the concert. from your client and start the consider partnering with Partners
for dinners and extras. Also
preparation for meetings.
What are your objectives?They might Add them into your REAL connect with your local marketing
be different. Create a “pro-forma” agenda colleagues.
agenda
© 2017 SAP SE or an SAP affiliate company. All rights reserved. ǀ INTERNAL | Scott Schwartzman, SCP Global CoE
