People meeting to review an account plan

Account Plan

An account plan forms the basis of each relationship to identify, monitor and control agreed recommendations and savings.

In our experience working with many major clients we have found that the majority of suppliers typically fail to deliver on pre-contract promises. Whilst many may undertake review meetings and appear to monitor performance, they leave the responsibility with the client to evaluate the outcomes. 

When client’s partner with Image we start by creating an account plan at a senior level with the key contract owner and stakeholders as appropriate. This account plan sets out the key goals for the partnership/agreement over an agreed period, taking into account any strategic or business requirements of the client. These are typically annual goals with quarterly “milestone” reviews to evaluate progress and review the performance against the account plan.

The account plan creates from the outset clarity of communication between key contact areas in the client relationship and a mutual understanding of the important areas of focus.