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You Should Be Doing Account Planning.
A well maintained, updated account plan is an incredible resource to keep you in the know and two steps ahead of your client. This document should be a one-stop-shop for reacquainting yourself of your stakeholders, their evolving success criteria or expected outcomes, and current projects or tasks. This means you don’t need to go digging in your success platform or CRM to get back up to date.
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Account Planning for QBR Schedule
Rather than having to go back and sort through your call notes or your CRM in order to prepare for a renewal conversation or QBR, your account plan is a great place to start. Updated accordingly, your account plan should be a record of recent successes, projects, and initiatives. As a living, breathing document it tells an ongoing story and can be utilized by you and others throughout the customer lifecycle.
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Helps In Transition Times
Account plans are like the insurance policy for a success team. Things happen — people quit, leave the company, get sick, or even (hopefully!) get promoted. While we always wish for ample time for transition and formal handoff calls, we don’t always get that luxury and sometimes have to pick up the pieces while in motion.
In the anticipation of the unknown tomorrow, prepare for it today by covering all your bases and thinking one or two steps ahead.
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Keeps leadership and peers in the know
When it comes to account plans, don’t try to do it all at once. Start with just a handful of your clients or chose just a couple of data points to begin collecting and start building your library over time. I’ve started blocking 2, one-hour blocks throughout the week to spend time updating my account plans and have started looking forward to that time!
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