OrgChartCity blog — Organizational Structure

Strategic account planning isn't just about closing a deal. It's about understanding your target account's strategies, key initiatives, priorities, your relationships, and their organizational structure. Here are a few tips to build an effective strategic account plan:1) Choose the right accounts. What is your methodology for selecting your strategic accounts? Are you targeting a specific industry? A specific geography? Where have you had successes in the past? And why? What outward factors were present when you made a sale to your existing strategic accounts? Is there anything repeatable here?2) Use common language. Do you refer to your customers as 'customers',...