1. Target Account Plan Find this helpful? Please tell your friends!

2. Target Account Plan Copyright holder is licensing this under the Creative Commons License, Attribution-No Derivative Works 3.0 Unported http://creativecommons.org/licenses/by-nd/3.0/.http://creativecommons.org/licenses/by-nd/3.0/ All trademarks are those of their respective companies. Please feel free to post this document - in its entirety - in your blog or email it to anyone you feel would benefit from reading it. Thank you. Find this helpful? Please tell your friends!

3. Target Account Plan (Company Name) Target Account Plan 3 ©3FORWARD, LLC 3FORWARD.com Create. Increase. Accelerate. TM

4. Find this helpful? Please tell your friends! Pursuit Strategy Executive Summary Vision for the account: Statement of direction and long-term goals Alignment: Identify client key issues and how we align Critical Success Factors: What we need to achieve our goal How will we differentiate or add value Proposed solutions (likely) Company Name bid/buying approach Summary of our competitive strategy Relationship status: What is our status with key stakeholders? Executive Relationship strategy: Identify strategy for mapping our senior management to Company Name leadership Entry Point Strategy: If new client, how we will penetrate the account Cross Sell Strategy Summary of largest opportunity for growth 4 ©3FORWARD, LLC 3FORWARD.com Create. Increase. Accelerate. TM

5. Find this helpful? Please tell your friends! Company Name Pursuit Team Pursuit team Sales Executive Subject Expert Solution Lead Pricing Lead Executive Sponsor Other support: 5 ©3FORWARD, LLC 3FORWARD.com Create. Increase. Accelerate. TM

6. Find this helpful? Please tell your friends! Company Name Information Company size Revenue$ Industry Market Share % Geographic reach Headcount Ranking in Fortune 1000 Spend (in related solutions) Client 3 Year Financial History (in millions) Financials20__ Trend RevenueNeutral Gross MarginPositive Net ProfitNegative to flat Stock Price (High/Low)Neutral EPSNegative to flat EBITDANegative Overview Client Business Parent company (if relevant) Products/Services 6 ©3FORWARD, LLC 3FORWARD.com Create. Increase. Accelerate. TM

7. Find this helpful? Please tell your friends! Company Name Industry Trends +Trend one +Trend two +Trend three +Trend four +Trend five 7 ©3FORWARD, LLC 3FORWARD.com Create. Increase. Accelerate. TM

8. Find this helpful? Please tell your friends! Relationship Map Our current top contacts within Company Name Contact NameTitle Evaluation Role D=Decider I = Influencer C=Champion S=Sponsoring Executive Influence H=High, M=Mediu mL=Low Coverage Who is responsible for building and establishing the relationship with this individual? Last Face to Face Meeting Next Face to Face Meeting Who are the key individuals that drive this organization? Additional contacts required for account entry & exploration? 8 ©3FORWARD, LLC 3FORWARD.com Create. Increase. Accelerate. TM

9. Find this helpful? Please tell your friends! Relationship History Existing Contracts Client DivisionDeal TypeDeal Value Renewal Date Owner Relationship Status Existing Client or New Logo? If existing client, when did relationship begin? Revenue history if past client? If new logo, was target ever a client? When? Contract Status if Existing/Past Account: 9 ©3FORWARD, LLC 3FORWARD.com Create. Increase. Accelerate. TM

10. Find this helpful? Please tell your friends! Critical Past Events Action / EventResultImpactConcern 10 ©3FORWARD, LLC 3FORWARD.com Create. Increase. Accelerate. TM

11. Find this helpful? Please tell your friends! Competitive Landscape Incumbent vendors and challengers Vendor Type of Engagement Contract Type/Term Competitor Strengths in Account Competitor Weakness in Account Share of Spend($, %) # of onsite resources # offshore resources Sales Rep and/or Delivery Lead on Account 11 ©3FORWARD, LLC 3FORWARD.com Create. Increase. Accelerate. TM

12. Find this helpful? Please tell your friends! Advisors and Consultants Is the client utilizing third parties (Industry Analysts, Procurement Consultants) to help define their strategy? OrganizationContract Client Sponsor in AccountRole Relationship 12 ©3FORWARD, LLC 3FORWARD.com Create. Increase. Accelerate. TM

13. Find this helpful? Please tell your friends! Current Relationship SWOT Strengths 1.Strength one 2.Strength two 3.Strength three Weaknesses 1.Weakness one 2.Weakness two 3.Weakness three Opportunities 1.Opportunity one 2.Opportunity two 3.Opportunity three Threats 1.Threat one 2.Threat two 3.Threat three 13 ©3FORWARD, LLC 3FORWARD.com Create. Increase. Accelerate. TM

14. Find this helpful? Please tell your friends! Current Pipeline Review Proposal/Deal NameSolicited or Unsolicited Deal TypeDeal Value Date Presented Forecasted Decision Date Decision Maker 14 ©3FORWARD, LLC 3FORWARD.com Create. Increase. Accelerate. TM

15. Find this helpful? Please tell your friends! Positioning Discussion How are we currently positioned against competitors in the account? Thought leadership Innovation Creativity Relationships with contacts in account Perceived price to value List competitive threatsOur response to the threats List competitive weaknessesOur response to the weaknesses List anticipated objectionsOur plan for addressing objections List internal threatsOur response to internal threats

16. Find this helpful? Please tell your friends! Relationship Discussion What are the key issues affecting our relationships in the account? Consider Perception/image Awareness levels of our company Negative view of the project/deal/organizational response Internal politics – who are there detractors, competing agendas, alternatives? Competitor influence What relationships exist that can be leveraged to aid our position? Consider: Executive relations Board relations In-direct relationships between employees and other Target Company staff Relationships with analysts and consultants Reference History Reference provided for which pursuit?Result of reference? Recognition provided to client? When and who provided?

17. Find this helpful? Please tell your friends! Account Plan Summary #ObjectivesTactical Action(s)MilestonesTargetObstacles 1 2 3 4 5 17 ©3FORWARD, LLC 3FORWARD.com Create. Increase. Accelerate. TM

18. Find this helpful? Please tell your friends! Target Account Plan Company Name Target Account Plan Find this helpful? Please tell your friends! 18 ©3FORWARD, LLC 3FORWARD.com Create. Increase. Accelerate. TM