8.1 ACCOUNT PROGRESS REVIEWS
Preparation
Agenda
Opening
Client/Supplier Business Updates
Performance
Sales/New Business
Client/Supplier Interaction
Miscellaneous
Close
After the Review
Essential Module Cross Reference
TOTAL CHECKS & TIPS: 49
REVEALED HERE: 13
Account Progress Reviews should be held between the Client's representative responsible for managing the Supplier (ie; your own Company) and the Supplier Account Manager, and should take place on a monthly basis. The Client contact will probably regard it as 'their' meeting; fair enough. If they want to formally review progress on a less frequent basis you'll have to find another way of getting together every four weeks or so, maybe informally. You will certainly need to get together fairly regularly on an informal basis anyway if only to develop the working relationship.
These Reviews do not formally review individual assignments, projects, services, people placements or products although they are all likely to be referred to in one way or another during the course of the Review.
However, although the suggested process/content below is geared towards a Client/Supplier Progress Review, it can be modified to accommodate reviews of any individually contracted assignment, project, service, placement or product.
Suppliers also usually prepare a progress report which may be submitted to the Client contact a few days before the meeting. Again, the process/content below can be used to structure the report.
A sample of checks and tips is given below and a further 36 are provided when the module is purchased.
Essential cross references to other key-related modules are also given to ensure watertight coverage of the Client.
Preparation
you must fully prepare for any Account Progress Review. This means meeting with:
- your key Client contacts regarding your Company's performance (including any issues) plus any specific sales opportunities or areas of potential interest
- anyone who represents your Company in a fee-earning, project, service or product delivery capacity
- anyone who has been placed under Client management/control
a key objective will be to make the Client contact feel that they are part of progress and success, to make them feel good about themselves and your Company
2 more available
Agenda
Opening
previous minutes
outstanding actions (Client, you/your Company)
Client Business Update
business performance
changes in the market (current, future) including the Competition
5 more available
Supplier Business Update
new Suppliers & Consultants used
issues & challenges (internal & external)
5 more available
Performance
KPIs (Key Performance Indicators) - targets v actual
issues to be resolved on either 'side' (people, quality, timescales, financials [budgets, overspend, unpaid invoices], contractual, complaints, etc.)
5 more available
Sales/New Business
sales orders your Company has won & lost (& reasons) - are any losses retrievable?
sales opportunities (previous, new, repeatable propositions, ‘only me’ propositions/USPs [Unique Selling Points], awareness of your Company's total portfolio, etc.)
3 more available
Client/Supplier Interaction
feedback on your Company's 'Client contact activity'
new introductions/referrals your Client contact can make
2 more available
Miscellaneous
progress reviews will use and update selected parts of the Account File throughout
it will also be beneficial to use the above as the basis for the Account Progress Report which will provide structure to the Review and make it easier to manage.
2 available
Close
Any Other Business
Actions Next Period
Date/Time Next Meeting
After The Review
update Balanced Scorecard
update Risk Management Plan
6 more available
Essential Module Cross Reference - Inputs
Essential Module Cross Reference - Actions
“TOGETHER, SUPPLIER & CLIENT MUST REVIEW PROGRESS, ISSUES & PLANS ON A MONTHLY BASIS”
ANOTHER 36 CHECKS & TIPS AVAILABLE
75% PRICE DISCOUNT FOR LIMITED PERIOD
‘ASPIRE’ (How To Manage Any Client) ™
Account Management & Development
© Copyright 2019
All Rights Reserved