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Making your account
teams proactive and responsive |
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Account planning and reviews are the
way most companies look to ensure their account teams remain proactive,
flexible and competitive. Yet sadly little of the actions in the
well-considered account plan are implemented. It is not that the plans are ill
conceived, it's just that the enthusiasm for their implementation fades against
the pressures of the day-to-day.
Our research into the effectiveness of strategic account team planning
workshops has shown that although most recognize the need to plan and many were
enthusiastic about the task :
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through beyond a few early steps |
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In most cases the account situation changed within
weeks of the workshop, invalidating many of the assumptions built into the
plans
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The majority of teams arrived at planning
workshops with insufficient information resulting in plans heavily based on
assumptions
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Planning was often seen as 'home work' - a chore
separate to the day job of managing the account and generating business |
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Traditionally account planning is
seen to be an intermittent process; something that happens once or twice a
period, whilst the business world looks to pre-empt changes continuously. This
worked when business changed slowly and was more straightforward than today. To
survive and grow in today's increasingly complex markets, companies must be
continually proactive to change. Your account teams cannot be proactive a few
times a year. They must be proactive every single day.
RM3 enables this. It changes the way account planning and reviews are done to
ensure your account operation continually remains proactive, responsive and
competitive in the development of profitable business - and it does so at
reduced cost. |
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Through the use of web technology and
expert tools, RM3 enables account planning to be a series of short daily tasks,
rather than a periodic time consuming event. No need to wait to the end of the
quarter or half year to review an account, with RM3 you can do so at any time.
RM3 brings account planning and reviews into the day-to-day. It makes account
planning a continual process and keeps your account team one step ahead of your
competition |
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