4.2 THE ACCOUNT FILE
Account Snapshot Summary
Account Blueprint
Rolling 12 Month Delivery
Sales & Marketing
Detailed Client Profile
Supplementary Activities
Supporting Documents
Essential Module Cross Reference
TOTAL ITEMS: 108
REVEALED HERE: 26
The suggested components of an Initial Account File are given below and can be modified in any way you wish. Initial information will be obtained from the Client, researched (internet, annual report & accounts, etc) and built up during the early days of the new Client relationship.
However, where an Account File is set up for an existing/established Client, a Detailed Account File should be set up from the outset; the number of additional data items is given in italics.
A sample of information items is given below and a further 82 are provided when the module is purchased.
Account Snapshot Summary
Account Vision/Mission Statement
Relationship Rating*
Date first invoiced
Date last invoiced
Total Amount of Invoices awaiting payment for more than 60 days
Total Revenue to date (£K)
Total Profit to date (£K)
Profit Margin to date (%)
Future Business Rating*
21 more available
+ 3 more
Account Blueprint
3 available
+ 3 more
Rolling 12 Month Delivery
Financial Performance (inc Debtors Analysis)
Balanced Scorecard
Supply : assignments, projects, services, people, products
Delays, Overruns & Rectification
People Issues (inc. Client) & Rectification
Quality Issues, Rectification & Continuous Improvement
Other Constraints, Challenges, Issues, Complaints & Rectification
Client Acknowledgements
Relationship Rating *
4 more available
Sales & Marketing
Future Business Rating *
Current Sales Opportunities
Orders Won
Orders Lost
Propositions Pursuing
Propositions Not Taken
PR/Marketing
Pricing Strategy
* Ratings:
5 = Excellent
4 = Good (beats expectations)
3 = Satisfactory (meets expectations)
2 = Improvement required
1 = Unsatisfactory
Detailed Client Profile - Business
4 available
+ 6 more
Detailed Client Profile - Location
3 available
Detailed Client Profile - People
3 available
+ 3 more
Detailed Client Profile - Spend & Policy
3 available
+ 2 more
Detailed Client Profile - 3rd Parties Used
4 available
+ 1 more
Supplementary Activities
4 available
+ 1 more
Supporting Documents
12 available
+ 2 more
Not all the contents of the Account File will necessarily be held in the same place. For example, Action Plans and Contact Records which will continue to grow throughout the life of the Account may be held separately for practical purposes although an increasing amount of information will be held electronically, maybe totally.
Essential Module Cross Reference
“THE ACCOUNT FILE IS THE NUCLEUS FOR SUCCESSFUL ACCOUNT MANAGEMENt & development, EVERYWHERE”
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‘ASPIRE’ (How To Manage Any Client) ™
Account Management & Development
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