Mastering the "how": PowerScope, key strategic account management

PowerScope focuses on execution: how to get the job done by carrying out certain behaviors and actions. Using PowerScope generates commitment to disciplined and repeatable methodologies and processes. This focused commitment enables you to achieve and maintain successful business relationships and outcomes.

Clearly, completing an account plan does not automatically mean you will effectively carry it out. The yearly Account Planning exercise allows an estimation of the potential of an account for the next two or three years. It’s essentially a top-down process, relying on your understanding of what will happen.

The next question is: “How realistic is my Account Planning?”

That question can be solved only by a bottom-up approach, i.e. listing the projects or opportunities that pile up to hopefully materialize those numbers. How does everybody do this? By calling their contacts in the account ecosystem, and asking them if they have or envision such projects. If they do not have the exhaustive list of knowledgeable contacts at hand, they’ll have to generate such a list, find paths to the appropriate people and then interview them.

Finally it is all about group networking and “hunting in pack”. That’s all about running everyday Relationship Intelligence and Influence Management or RiiM™, the engine of account management.

The central idea behind PowerScope and RiiM is to build and maximize the Company’s Relationship Capital, by integrating personal connections and influence into the way businesses go to market. This is especially important for your biggest clients.

It is about equipping your best talent with the necessary tools to detect opportunities early and well, and then to go on to win them.

PowerScope is the only system on the market today that truly implements RiiM, the engine of successful day-to-day account management.

Account Dashboard