How to Develop an Account Plan


Have you ever wondered how companies become “embedded” at a government agency? How they suddenly seem to have an inside track into all the opportunities way before anyone else finds out about these procurements? And how they seem to win over and over again?

The secret to starting to become an agency insider is the Account Plan. A great Account Plan aggregates and accumulates relevant customer knowledge over time and gives you a deep insight into agency’s inner workings and customer’s emotional desires. An Account Plan is a tool to systematically understand and capture your customer’s goals. It documents how you can help your customers achieve these goals. It also gives you a clear pathway to grow your business with the agency and expand your footprint.

This course will help you understand what research and planning goes into a good Account Plan, so you can grow your government business the smart way.