Goal

Develop your presence within the account

Best Practices

• Map the account (entities and managers)
• Identify your champion - the person who will give you information and make the right introductions
• Define a short, medium and long term actions plan to contact key people.
• Ask for referrals from your current clients within the account
• Have your references (in the account) ready to share with new contacts

Recommended Content

Why Accounts Aren’t Growing par Gartner.pdf

<aside> 💡 Deliverable(s)

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• Organizational Chart
• List of key contacts per account
• Annual Actions Plan per account