# Account planning worksheet

## Account snapshot
Account:
Relationship owner:
Last reviewed:
Current business priorities:
Products, markets and channels in scope:

## People and decisions
Who sponsors the relationship?
Who uses the service, controls the budget and makes the final decision?
Who is affected by change but rarely represented in meetings?
Where is the relationship dependent on a single contact?

## What the customer expects
What did the customer expect to achieve?
What evidence shows progress against that expectation?
Which assumptions are still untested?
Where do your view and the customer's view differ?

## Health and risk
Risk | Evidence | Potential impact | Owner | Next action
[Complete with specific observations, not a colour alone]

## Expansion
Opportunity:
Customer problem it solves:
Evidence of need:
Commercial value:
Dependencies and effort:
Customer sponsor:
Next decision:

## The next 30 days
- Who to speak to:
- Decision needed:
- The problem to resolve:
- The assumption to test:
- Commitments due:

## Review
What changed since the previous plan?
What will you stop doing, continue doing or do differently?

A working template by Kieron Summers-Smith · https://kieron.me