O'Reilly logo

The 100 greatest ideas for building the business of your dreams by Ken Langdon

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Idea 85

Use a good account planning process

So, you have a small number of key accounts and, let us say, an account manager responsible for each of them or all of them. You need to get the account manager and the team to produce a plan to ensure and exploit that long-term relationship. The ‘bible’ of the account manager is the Key Account Plan, or whatever you choose to call it.

Planning mission

A planning session starts from a vision or mission. We want to change, possibly dramatically, a part of the world to our vision of it. The mission could be very broad or very focused; but it gives the starting point of the plan.

Examples of planning team mission statements could look like this:

  • To be the supplier of first choice to the account in all ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required