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Account objective

What strategic or operational outcome is the client trying to achieve?

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Current relationship

  • sponsor;
  • process owner;
  • technical stakeholders;
  • commercial owner;
  • delivered engagements;
  • evidence of value.

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Opportunity backlog

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Expansion routes

Consider:
  • next implementation from the existing backlog;
  • adjacent workflow;
  • new department;
  • recurring optimisation;
  • governance/advisory;
  • managed support.

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Trigger

Why should the client act now?

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Commercial next step

Define the smallest sensible decision: workshop, design phase, implementation proposal or quarterly review.
Do not create an account-expansion plan that depends on work the client does not need.