Index
Please note that index links point to page beginnings from the print edition. Locations are approximate in e-readers, and you may need to page down one or more times after clicking a link to get to the indexed material.
Account(s), ix
in client/prospect profile development phase, 13–17
enterprise roadmaps for, 23–24
streams of business opportunities from, 66
Account base, 6
Account planning phase, 23–28, 193
Accountability:
RACI accountability system, 26–27, 125, 149–150
Team Storm Tool, 197–198
Action plans, crafted to individuals, 61–62
Affiliations/alliances, 7–8
Agendas, in up-front contracts, 64–65
Agreement, on ground rules, 63–66, 70
Agreement and transition phase, 167–171
Allen, David G., 131
Analysis and assessment phase, 9–12 ...
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