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Sales Account Planning & Briefing Template


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Sales Account Planning & Briefing Template

  1. 1. Account Briefing Template Account Target Name: Date: Account Pursuit Team- Account Executive: Practice Director: Others:
  2. 2. Account Overview <ul><li>Business Description </li></ul><ul><li>Public/Private - Listing info (Exchange, Ticker) </li></ul><ul><li>Size: (Enterprise & Key Business Units as appropriate) </li></ul><ul><ul><li>Revenues </li></ul></ul><ul><ul><li># employees </li></ul></ul><ul><ul><li>Market Cap </li></ul></ul><ul><li>Industry(s) </li></ul><ul><ul><li>Industry(s) & SIC Code(s) </li></ul></ul>
  3. 3. Account Profile <ul><li>Corporate Mission Statement/Values </li></ul><ul><ul><li>Analysis and Implications </li></ul></ul><ul><li>Org Structure (major locations/facilities, decision making centers) </li></ul><ul><ul><li>Keep to a Summary Level Description </li></ul></ul><ul><ul><li>Analysis and Implications </li></ul></ul><ul><li>Key Relationships (existing) </li></ul><ul><ul><li>Keep to a Summary Level Description </li></ul></ul><ul><ul><li>Analysis and Implications </li></ul></ul>
  4. 4. Industry Overview <ul><li>Description of the Industry </li></ul><ul><ul><li>Important Industry events and trends </li></ul></ul><ul><ul><li>Major competitors </li></ul></ul><ul><ul><li>Analysis and Implications </li></ul></ul>
  5. 5. Trends and Events <ul><li>MD&A </li></ul><ul><ul><li>Summary of most recent MD&A (10K) </li></ul></ul><ul><li>Analyst calls (investor communications) </li></ul><ul><ul><li>Summary of recent investor communications </li></ul></ul><ul><li>News & Press </li></ul><ul><ul><li>Summary of recent news and press coverage </li></ul></ul><ul><li>Other events and activities </li></ul><ul><ul><li>Mergers/acquisitions </li></ul></ul><ul><ul><li>Refinancing </li></ul></ul><ul><ul><li>Bond/Stock activity </li></ul></ul><ul><li>Known Initiatives and Activities </li></ul>
  6. 6. Activity <ul><li>Recent Engagements </li></ul><ul><li>Business Repeat Activity/Successes </li></ul><ul><li>Recent Sales Activity </li></ul><ul><li>Other activity </li></ul>
  7. 7. Prior Action Plan Review <ul><li>Actions established at last review session </li></ul><ul><ul><li>Recap progress against goals </li></ul></ul>
  8. 8. Next Steps for the Account – goals and objectives <ul><li>Near Term Quantitative Objectives </li></ul><ul><ul><li>Revenues </li></ul></ul><ul><ul><li>Bill Rates </li></ul></ul><ul><ul><li>Margin </li></ul></ul><ul><ul><li>Others? </li></ul></ul><ul><li>Near Term Qualitative Objectives </li></ul>