Account objective
What strategic or operational outcome is the client trying to achieve?
Current relationship
- sponsor;
- process owner;
- technical stakeholders;
- commercial owner;
- delivered engagements;
- evidence of value.
Opportunity backlog
Expansion routes
Consider:
- next implementation from the existing backlog;
- adjacent workflow;
- new department;
- recurring optimisation;
- governance/advisory;
- managed support.
Trigger
Why should the client act now?
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.
