Account Strategy

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Supposedly the responsibility of account executives.

  • Align account strategy with customer roadmap.
  • Client Value Report
  • Thought Leadership
  • Articulate different types of services
  • Differentiate pricing and rate cards
  • Position as preferred provider. (via Trust?)
  • Different Value = Different Price
  • Master Service Agreement
    • Delivery Model
      • Pricing Models
      • Innovative Project funding
      • FX risk
    • Contractual Model
    • Procurement Education
    • Multiple MSAs are possible.
  • Simulate Account Metrics
  • Exit Deal