Account Strategy

We establish plans for strategic growth within critical accounts. We identify “must win” and “must play” opportunities, identify key capabilities to support customer growth in account areas, establish and align account growth goals to overall business goals, and help customer plan organizationally for strategic account growth, including identification of critical hires and targeted key personnel.

We develop and maintain robust pipelines for customers, ensuring full visibility of opportunities within key account space. We prepare opportunity data to ensure prior spend and contract documentation is available, along with incumbent intel.

We identify and qualify key pipeline opportunities to deliver targeted opportunities to customers. We review opportunities for key metrics of biddability including access to vehicles, expected socio-economic set asides, alignment of capabilities and past performance, and customer knowledge and engagement.

We establish critical sales lifecycle processes for customers, including all identification, qualification, capture, and bid steps to ensure efficient use of B&P.  We provide full Business Development ‘as a Service’ services leveraging our best-practice sales lifecycle processes, plugging key customer leaders and stakeholders into this lifecycle, enabling them to focus on critical parts of the business.

We provide complete account plan development services. We build holistic plans that align to customer business strategies and B&P expectations and achieve key account and business revenue goals. We provide account plan assessments that evaluate the viability of current customer account plans in achieving business goals. We identify critical entry point strategies to new account space, and provide full go-to-market plans to enable those entry point strategies to be successful.