How to build an account plan
An actionable plan in 10 minutes
Building an account plan is the foundational step in retaining and growing business with an existing customer as it helps you define your objectives, tailor your approach, identify specific actions and hold yourself accountable to improving your customer relationship.
Yet many go-to-market teams struggle to develop account plans that deliver results, treating it as one-time project that loses relevance over time, setting unrealistic goals based on pitching every product to every customer and focusing on the wrong details.
This post walks through how to avoid these mistakes and develop an actionable account plan in 10 minutes using a simple template.
It covers the following topics:
The 5 sections of an account plan
How much time to spend creating an account plan
How to create an account snapshot
How to define your account goals
How to pick an account growth strategy
How to create an action plan
How to ask for help in an account plan
Use my account plan template
The 5 sections of an account plan
An account plan doesn’t have to be complicated. Here are the sections to focus on: