Hart Account Management Focus Session
June 30-July 1, 2025 • Existing Client Growth & Relationship Expansion
June 30 - Working Dinner
- Hart's 48 accounts: current relationship depth, expansion potential, and growth barriers
- Account management gaps preventing deeper client penetration
- Service expansion opportunities and missed revenue within existing client base
- Current touchpoint approach and QBR effectiveness
- Current systems/structures for account intelligence and relationship tracking
- Success metrics and accountability framework needs
July 1 - Morning Account Management Strategy
Account Intelligence & Prioritization
- Tier Hart's 48 accounts using expansion potential, relationship depth/activity, and risk factors
- Identify top 15 accounts for immediate expansion focus
- Map current stakeholder relationships and critical gaps
- Surface immediate upsell/cross-sell opportunities
Systematic Engagement Framework
- Design account-specific engagement strategies and touchpoint frequencies
- Create QBR frameworks that drive expansion conversations
- Develop stakeholder mapping and department expansion approaches
- Build conversation frameworks and scripts for account growth discussions
Operations & Implementation
- Account health monitoring and early warning systems
- Upsell pipeline development and tracking mechanisms
- 30-60-90 day implementation roadmap with specific milestones
- Resource requirements, team development needs, and success metrics
- Value assessment: Does this approach address Hart's immediate account management needs?
- Execution fit: Can Hart's team systematically implement account expansion with current resources?
- Go/no-go decision with clear reasoning and next steps