Take an ‘outside in’ Account Insights approach to gain insights that will help position your firm as support to your key accounts.
Step 1: Position your new client insights program internally as a long-term, ongoing cadence of support that fills blind-spots, builds bridges between your organisation and your clients, and opens up new avenues for client teams to explore.
Step 2: Select accounts for the pilot insights program based on scope of growth within the account, and the sales team's proactivity and open-mindedness to engage with the program.
Step 3: Agree on what success looks like for the Account Insights program, and ask client account teams to log: New deals in the pipeline; Deal speed; Deal growth; and Deal probability. Building trust and rapport is essential here.
An Account Insights program can be the rool to help account teams decide and deliver on ‘what to do next’.
Selecting the right accounts at the right time, with mutual agreement on success factors, will maximise the program's value.
