The modern account plan

Tools to take the lead

Does your team set goals or wait for opportunities?

Delivering according to contract is not all there is to your accounts. Both you as a manager and the client want more than that. It is up to your account managers to take the lead and it is up to you to provide them with the right tools and processes to make them successful.

Do your account managers proactively set their own goals? Are they leading their accounts?

What account managers like to work with

A one-pager, visual and only focusing on the essential elements.

Tenacity's Account Plan Canvas is an account plan that account managers really enjoy working with. And that is one of the conditions for implementing this tool successfully.

No long background stories, just proper thinking and conclusions. It really helps to see what you missed in the daily routine.

And most importantly: the one-page format means that it is actually used during client reviews. It doesn't disappear into a drawer. Just put it on your screen during a conversation. That makes people feel that they are not doing it for nothing, but that it is important.

Place your title here, there is plenty of space!

These slides will be slide-able on the live version of your page!
Frans Lübeck - General Manager Work@Projects
Using the very practical workable Account Plan Canvas and the Contract Renewal Canvas has greatly increased our grip on and internal engagement with our clients. As a result, we are able to continuously meet our customers' expectations of our services and our customer retention is >95%.
Ms. Nameless
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Diane van Dijk - Director Commerce & Hospitality
Early 2021, CSU started using the business canvases from Tenacity. At the time, CSU aimed to further professionalize in the field of (strategic/tactical) account management. The result is that commercial colleagues understand how to create value with their clients, through a more structured and proactive approach. Pragmatic tools we deployed in this regard are the Account Plan Canvas, the Prospect Plan Canvas and the Contract Renewal Canvas. Tenacity's canvases meet the need to maintain a more structured conversation about clients and prospects in all layers of the organization. Working with Tenacity feels like a partnership to us. Tenacity listens carefully and actively. During the preparatory workshop our commercial team was properly trained and together we developed a way of working regarding prospects.
Ms. Nameless
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Michiel Hillebrand - Chief Operating Officer
Tenacity helped us with a strategy to remain relevant to our clients over a long period of time. The Account Plan Canvas is a great tool in this.
Ms. Nameless
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Roel Ottenheijm - Manager Open Line
Acquiring new customers for our Managed Services business is a long and expensive process because it is mainly based on trust. Developing this trust takes time. Renewing existing contracts therefor is very important to ensure efficient growth of our company. For years we thought that a satisfied customer and a healthy partnership is sufficient to ensure contract renewal. And it was because of the fact that we had not much competition. Unfortunately competition now is booming and we need other tools to commit our valued customers. We use the Contract Renewal Canvas to develop other and more value during the partnership as a requirement on top of satisfaction and a good relationship. The side-effect of this implementation with Tenacity is that we now know what the word value actually means.
Ms. Nameless
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Each contract phase has its own plan

Before signing a contract and close to the end of a contract, both you and your client look at the cooperation differently. You have other goals and other things to consider then when you started the cooperation.

That is why no single plan will cover all three phases: the prospect phase, the operational phase and the contract renewal phase. You need a plan for each phase.

* Prospect Plan Canvas

* Account Plan Canvas

* Contract Renewal Canvas

Which phases are most important for your team?

The tool for managers

You have insight at a glance into all essential elements of client relations without needing to have long, clarifying conversations.

You immediately see whether there is contact at the right level, whether the right topics are being discussed, whether the goals are ambitious enough and whether any opportunities or threats are being missed. You'll have all the information you need to coach your account managers and/or adjust where things are heading with this account.

We implement it for you

Within 3 months you are fully up and running. Your team has been trained, a working process has been implemented and integrated into your daily workflow.

Your team is enthusiastic, and you really have a much better grip on clients and your team.

We set everything up for, and with you and make it work. No more questions afterwards, no more resistance, no more contemplating the practicalities, but most of all a feeling of having taken a huge step forward.

Our experience makes this a short and easy implementation. Your team will be transformed into a proactive team that thinks strategically and structurally about all important accounts and no longer misses any opportunities. Read more about the short Account Plan Canvas implementation project here.