{"product_id":"key-account-plan-template","title":"The Key Account Plan — Account Plan Template \u0026 Review Process","description":"\u003cp\u003eThe Key Account Plan is an \u003cstrong\u003eaccount plan template\u003c\/strong\u003e and review process for the handful of customers your business would genuinely miss. It is a single file that opens in your browser, remembers what you type, and keeps a running log of every conversation — so it is something you work in, not a Word file you retype.\u003c\/p\u003e\u003cp\u003eMost businesses know which customer is their biggest. Far fewer can say what the margin on it is, who signs the order, when the contract comes up for renewal, or how much of that customer's spend they actually hold. This is the document that answers those questions and keeps answering them.\u003c\/p\u003e\u003ch3\u003eWhat is a key account plan?\u003c\/h3\u003e\u003cp\u003eA key account plan is a working record of one major customer: what they buy, what they are trying to achieve, who influences the buying decision, what could cause you to lose them, where you could grow, and what you are going to do about it. It differs from a sales pipeline, which tracks individual deals. A plan covers the whole relationship across years rather than one order.\u003c\/p\u003e\u003ch3\u003eHow it works\u003c\/h3\u003e\u003cp\u003eThe file has two tabs, because a plan and a phone call move at different speeds.\u003c\/p\u003e\u003cul\u003e\n\u003cli\u003e\n\u003cstrong\u003eThe plan\u003c\/strong\u003e — thirteen sections covering the whole account. Rebuilt once a year, or whenever something significant changes.\u003c\/li\u003e\n\u003cli\u003e\n\u003cstrong\u003eCalls and events\u003c\/strong\u003e — add an entry after every conversation. Each one saves as a dated record you can read back at a glance. Fill this in constantly; it takes a minute.\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003eEverything saves together. Copy a save code and keep it with the account, or save the whole thing to a file. Reopen, paste it back, and you are exactly where you left off. Nothing is uploaded and nothing is stored on our servers. When you need a copy for the file or for a meeting, print it or save it as a PDF straight from the browser — the plan and the log both come out.\u003c\/p\u003e\u003ch3\u003eThe thirteen sections\u003c\/h3\u003e\u003cul\u003e\n\u003cli\u003e\n\u003cstrong\u003eThe account\u003c\/strong\u003e — invoiced income, gross margin, share of their spend, and direction of travel\u003c\/li\u003e\n\u003cli\u003e\n\u003cstrong\u003eCheck before you contact them\u003c\/strong\u003e — a gate that stops an existing customer being approached as though they were new\u003c\/li\u003e\n\u003cli\u003e\n\u003cstrong\u003eWhat the customer is trying to achieve\u003c\/strong\u003e — their objectives, not only yours\u003c\/li\u003e\n\u003cli\u003e\n\u003cstrong\u003eWhat they buy from you now\u003c\/strong\u003e — including buying that bypasses the account\u003c\/li\u003e\n\u003cli\u003e\n\u003cstrong\u003eThe people who decide\u003c\/strong\u003e — everyone who influences the decision, by role, and who you have never met\u003c\/li\u003e\n\u003cli\u003e\n\u003cstrong\u003eWhat you could lose\u003c\/strong\u003e — contract position, renewal date, and an honest comparison against the best alternative supplier\u003c\/li\u003e\n\u003cli\u003e\n\u003cstrong\u003eWhat you could gain\u003c\/strong\u003e — a whitespace table of what you could supply but do not\u003c\/li\u003e\n\u003cli\u003e\n\u003cstrong\u003eWhat you are aiming for\u003c\/strong\u003e — objectives with a number, a date and an owner\u003c\/li\u003e\n\u003cli\u003e\n\u003cstrong\u003eHave you got what you need to sell to them?\u003c\/strong\u003e — the things that have to exist before the call\u003c\/li\u003e\n\u003cli\u003e\n\u003cstrong\u003eThe review call\u003c\/strong\u003e, \u003cstrong\u003edemand you could not supply\u003c\/strong\u003e, \u003cstrong\u003ewhat happens next\u003c\/strong\u003e, and a final check before anything is sent\u003c\/li\u003e\n\u003c\/ul\u003e\u003ch3\u003eWho it is for\u003c\/h3\u003e\u003cp\u003eAny organisation with customers large enough to be worth reviewing one at a time — whatever you sell, and whether you make it, buy it in or deliver it yourself. Owners and directors who want to know where the concentration risk sits. Sales managers who need the same process run consistently by everyone. Account managers who want the meeting to produce something. It is deliberately sector-neutral, with no industry jargon anywhere in it.\u003c\/p\u003e\u003ch3\u003eWhy bother with an account plan at all\u003c\/h3\u003e\u003cp\u003eBecause the largest customer is usually the least examined. It is the one that has always been there, has never been formally reviewed, and would leave the biggest hole. Asking what would happen if they left tomorrow is uncomfortable, which is exactly why it rarely gets asked.\u003c\/p\u003e\u003ch3\u003eQuestions people ask\u003c\/h3\u003e\u003cp\u003e\u003cstrong\u003eDo I need any software?\u003c\/strong\u003e No. It is one file that opens in any modern browser — Chrome, Edge, Safari or Firefox — on a laptop, desktop or tablet. No install, no subscription, no account to create.\u003c\/p\u003e\u003cp\u003e\u003cstrong\u003eWhere is my data stored?\u003c\/strong\u003e On your own machine. Nothing is sent anywhere. You keep it by copying a save code or saving a file, both of which stay with you.\u003c\/p\u003e\u003cp\u003e\u003cstrong\u003eCan I use it for more than one customer?\u003c\/strong\u003e Yes. Save each completed plan, clear the sheet with one button, and start the next. One purchase covers your whole portfolio.\u003c\/p\u003e\u003cp\u003e\u003cstrong\u003eCan I print it?\u003c\/strong\u003e Yes. Print or save as PDF from the browser and you get the plan and the call log as one clean document, without the buttons.\u003c\/p\u003e\u003cp\u003e\u003cstrong\u003eHow long does it take?\u003c\/strong\u003e A first pass takes about an hour if you have the figures to hand. Later reviews are quicker, because most of it does not change — that is the point of the log.\u003c\/p\u003e\u003cp\u003e\u003cstrong\u003eIs this an accredited qualification?\u003c\/strong\u003e No. It is a working document, built on established key account management practice, not a course or a certificate.\u003c\/p\u003e\u003ch3\u003eRelated\u003c\/h3\u003e\u003cp\u003eIf you want the thinking behind it, the \u003ca href=\"\/products\/business-development-course\"\u003eBusiness Development Course\u003c\/a\u003e covers the whole pipeline from first contact to a deal that renews. \u003ca href=\"\/products\/new-manager-training\"\u003eNew Manager Training\u003c\/a\u003e is the companion for anyone who has just picked up a team. You can browse everything in \u003ca href=\"\/collections\/operators-library\"\u003eThe Operator's Library\u003c\/a\u003e, or see the full set of \u003ca href=\"\/collections\/courses\"\u003eself-paced courses\u003c\/a\u003e.\u003c\/p\u003e\u003cp\u003eInstant download. A practical, no-fluff tool from DM Apps — licensed for use within one organisation.\u003c\/p\u003e","brand":"DM Apps","offers":[{"title":"Default Title","offer_id":47539615957148,"sku":null,"price":68.0,"currency_code":"NZD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0748\/1835\/5356\/files\/the-key-account-plan.png?v=1788614795","url":"https:\/\/drewmitchell.co.uk\/products\/key-account-plan-template","provider":"drewmitchell.co.uk","version":"1.0","type":"link"}