davekilleen/account-plan

Purpose

Create a comprehensive strategic account plan by gathering all context on an account and structuring it into a clear growth and relationship strategy.

Usage

• /account-plan [account-name] - Create or update account plan for specific company

Method

Define the account, planning horizon, authorized owner, and as-of time before searching. Build a source ledger across company, person, meeting, deal, and prior plan records; deduplicate copied facts while retaining every source ID and source date. Classify each material item as observed, customer-stated, inferred, contradictory, stale, or unknown. Only then map stakeholders, current state, opportunities, risks, and possible actions. Keep recommendations separate from the account owner's decisions, and never convert a suggested action into a task or saved plan without the controlled-write sequence below.

Output contract

Return the scope and coverage first, followed by the source ledger, known account facts, unresolved contradictions and unknowns, stakeholder map, evidence-backed opportunities and risks, and recommendations awaiting human decision. Any count or total must name its denominator and excluded unknown values. End with a save status of not requested, awaiting confirmation, verified from read-back, or failed, plus the exact path and receipt when a confirmed write occurred. Never describe an unverified draft as the current account plan.

Evidence, authority, and recovery

Treat the account plan as a decision aid, not as a source of truth. Set an as-of timestamp when gathering context. Add per-field provenance to every material fact or claim: the source path or record, the source date (the date of the event or assertion, or undated), and the as-of time when it was read. Do not silently use a file modified date as the event date. A compact notation is: Annual value: £... (source: 04-Projects/..., source date: 2026-08-01, as-of: 2026-08-12T10:30Z).

• Keep absent data as Unknown — not found. For any unknown field, do not infer

a stakeholder role, relationship strength, budget, renewal date, adoption number, intent, or outcome from a title, pattern, or template. Never invent absent facts. If sources contradict one another, list each source and date, show the contradiction, and leave the field unresolved until an authorized human resolves it.

• Separate observed facts from customer-stated facts and recommendations.

Recommendations are not human decisions: do not turn a suggested owner, status, priority, or next action into a saved fact or create follow-up work without the user's decision.

• Keep gathering read-only. Before creating or updating

05-Areas/Companies/[Company-Name]_Account_Plan.md, show an exact write preview: the target path and complete proposed content, or an exact before/after diff, including every provenance and Unknown label. Require explicit confirmation from the authorized human account owner; a recommendation, a prior plan, or an implied yes is not authority. Do not write before that confirmation.

• After writing, read back the saved plan from disk and compare it with the

approved preview, including the path, content, and key field annotations. Report the read-back result. If the write fails, times out, or the read-back differs, say that the plan is not verified and may be partially changed; preserve the prior copy where possible, re-read the file, show the discrepancy, and wait for explicit human direction before repairing or retrying. Never claim the plan was created or updated from a tool response alone.

Step 1: Gather Account Context

Collect information from multiple sources:

Company/Account Files

• Check 04-Projects/ for deal files related to this account
• Check 05-Areas/Companies/ for company page
• Look for company pages in 05-Areas/Companies/

Person Pages

• Search People/ for individuals at this company
• Extract:
• Names and roles
• Relationship strength
• Key conversations
• Pain points mentioned
• Influence level

Meeting History

• Search 00-Inbox/Meetings/ for meetings with this account (last 12 months)
• Extract:
• Key topics discussed
• Decisions made
• Commitments (theirs and ours)
• Concerns raised
• Wins celebrated

Deal History

• Current deals in pipeline
• Past deals (won/lost)
• Products/services they use
• Contract value and terms
• Renewal dates

Step 2: Analyze Stakeholder Map

Build comprehensive stakeholder analysis:

For Each Stakeholder:

Role classification:

• Champion: Advocates for us internally
• Economic Buyer: Final decision authority
• Technical Buyer: Evaluates product fit
• User: Day-to-day product user
• Blocker: Resistant or hostile

Influence and Support:

• High influence, high support = Key Champion
• High influence, low support = Risk / Blocker
• Low influence, high support = User Champion
• Low influence, low support = Monitor

Relationship Strength:

• Strong: Regular contact, mutual trust
• Moderate: Occasional contact, professional
• Weak: Minimal contact or new relationship
• None: Haven't connected

Step 3: Identify Opportunities and Risks

Growth Opportunities

1. Expansion opportunities:

• Additional products/features they don't use
• Other departments/teams that could benefit
• Volume/usage growth potential

1. Upsell indicators:

• Pain points that premium features solve
• Budget availability signals
• Competitive alternatives they're using

1. Relationship opportunities:

• Executives we haven't met
• Teams we're not working with
• Events/conferences they attend

Risk Factors

1. Churn risk:

• Product adoption issues
• Unresolved pain points
• Competitor activity
• Budget cuts mentioned

1. Relationship risks:

• Key champion leaving
• Stakeholder concerns unaddressed
• Reduced engagement

1. Competitive risks:

• Competitor mentions
• Evaluation processes
• Dissatisfaction signals

Step 4: Generate Account Plan

Create structured account plan document:

markdown
# Account Plan: [Company Name]

**Plan date:** [Today]
**Account owner:** [User name]
**Annual value:** $[Amount if known]
**Renewal date:** [Date if known]

---

## 📋 Executive Summary

**Account status:** [Strategic / Growing / Stable / At-Risk]
**Primary goal:** [Main objective for this account]
**Top priority:** [Most important action]

**Quick facts:**
- Customer since: [Date]
- Products using: [List]
- Team size: [Number of users]
- Industry: [Vertical]
- Company size: [Employees]

---

## 👥 Stakeholder Map

### Key Champions

**[Name] - [Title]**
- **Role:** Champion
- **Influence:** High
- **Support:** High
- **Relationship:** Strong
- **Last contact:** [Date]
- **Key interests:** [What they care about]
- **How to engage:** [Strategy]

### Economic Buyers

**[Name] - [Title]**
- **Role:** Economic Buyer
- **Influence:** High
- **Support:** Medium
- **Relationship:** Moderate
- **Last contact:** [Date]
- **Key concerns:** [What worries them]
- **How to engage:** [Strategy]

### Users

[List key users with brief context]

### Gaps

- **Missing relationships:** [Roles/departments not yet connected]
- **Weak relationships:** [People we should strengthen ties with]

---

## 📊 Current State

### Product Adoption

**What they're using:**
- [Product/Feature 1] - [Adoption level: High/Medium/Low]
- [Product/Feature 2] - [Adoption level: High/Medium/Low]

**Usage insights:**
- [Key usage pattern]
- [Adoption blockers]
- [Power users]

### Health Indicators

- **Engagement:** [High/Medium/Low] - [Evidence]
- **Satisfaction:** [High/Medium/Low] - [Evidence]
- **Advocacy:** [High/Medium/Low] - [Evidence]

**Recent feedback:**
- [Positive signal 1]
- [Concern 1]

---

## 🎯 Growth Opportunities

### Near-term (This Quarter)

**1. [Opportunity Name]**
- **Type:** Expansion / Upsell / Cross-sell
- **Potential value:** $[Amount]
- **Why now:** [Timing/trigger]
- **Requirements:** [What needs to happen]
- **Owner:** [Who drives this]
- **Timeline:** [Target date]

**2. [Opportunity Name]**
[Same structure]

### Medium-term (2-3 Quarters)

**1. [Opportunity Name]**
- **Type:** [Type]
- **Potential value:** $[Amount]
- **Trigger conditions:** [What would enable this]

---

## 🚨 Risk Factors

### Active Risks

**1. [Risk Description]**
- **Type:** Churn / Competition / Relationship
- **Severity:** High / Medium / Low
- **Evidence:** [What indicates this risk]
- **Mitigation:** [Actions to reduce risk]
- **Owner:** [Who's responsible]
- **Status:** [In progress / Planned / Monitor]

### Risk Indicators to Monitor

- [Indicator 1] - Check monthly
- [Indicator 2] - Check quarterly

---

## 💡 Strategic Initiatives

### This Quarter

**1. [Initiative Name]**
- **Goal:** [What we're trying to achieve]
- **Actions:**
  - [ ] [Action 1] - [Owner] - [Date]
  - [ ] [Action 2] - [Owner] - [Date]
  - [ ] [Action 3] - [Owner] - [Date]
- **Success metrics:** [How we measure success]

**2. [Initiative Name]**
[Same structure]

---

## 📅 Engagement Plan

### Regular Touchpoints

- **Weekly:** [User check-ins, support tickets]
- **Monthly:** [Champion sync, usage review]
- **Quarterly:** [Executive business review, roadmap discussion]
- **Annual:** [Contract renewal, strategic planning]

### Upcoming Events

- **[Date]** - [Event/Meeting] - [Purpose]
- **[Date]** - [Event/Meeting] - [Purpose]

---

## 📚 Account History

### Key Milestones

- **[Date]** - [Milestone: First deal, major expansion, executive engagement, etc.]
- **[Date]** - [Milestone]

### Major Decisions

- **[Date]** - [Decision made and impact]
- **[Date]** - [Decision made and impact]

### Lessons Learned

- [Learning 1] - [What to do differently]
- [Learning 2] - [What worked well]

---

## 🎯 Success Metrics

**Primary metrics:**
- Revenue: $[Current] → $[Target]
- Users: [Current] → [Target]
- Adoption: [Current %] → [Target %]

**Relationship metrics:**
- Executive contacts: [Current] → [Target]
- Meeting frequency: [Current] → [Target]
- Advocacy: [Current state] → [Target state]

---

## 📝 Next Actions

**Immediate (This Week):**
- [ ] [Action 1] - [Owner] - [Date]
- [ ] [Action 2] - [Owner] - [Date]

**Short-term (This Month):**
- [ ] [Action 1] - [Owner] - [Date]
- [ ] [Action 2] - [Owner] - [Date]

**Review date:** [When to revisit this plan]

Save to: 05-Areas/Companies/[Company-Name]_Account_Plan.md

Step 5: Offer Follow-Up Actions

After creating the plan, ask:

> "Account plan created! Want me to: > 1. Update person pages with strategic context? > 2. Draft email for stakeholder engagement? > 3. Create tasks for immediate actions? > 4. Schedule quarterly business review?"

Existing Plan Updates

If account plan already exists:

1. Read existing plan
2. Ask what's changed:

• New stakeholders?
• Updated opportunities?
• New risks?
• Progress on initiatives?

1. Update relevant sections
2. Preserve historical context

Integration with Other Skills

• Before creating: Run /customer-intel [company] for recent feedback
• After creating: Use /meeting-prep with stakeholders using this context
• For renewals: Use /renewal-prep with this plan as foundation
• Quarterly: Review and update alongside /pipeline-health

Example Output

This is a schema example, not a fictional account. Replace bracketed values only with evidence from the source ledger; leave missing values as Unknown.

markdown
# Account Plan: [Account name or Unknown]

**As-of date:** [As-of date]
**Account owner:** [Owner or Unknown]
**Plan status:** Draft for human review

## Source ledger
| Source ID | Source date | Scope | Freshness / limits |
|---|---|---|---|
| [Source ID] | [Source date] | [Contract, CRM record, meeting, or usage report] | [Limit or Unknown] |

## Account facts
| Field | Value | Source ID | Source date |
|---|---|---|---|
| Contract value | [Exact sourced value or Unknown] | [Source ID] | [Source date] |
| Renewal date | [Exact sourced date or Unknown] | [Source ID] | [Source date] |
| Adoption | [Configured measure or Unknown] | [Source ID] | [Source date] |

## Stakeholders
| Person | Evidence-backed role | Relationship | Last confirmed contact |
|---|---|---|---|
| [Name or Unknown] | [Role or Unknown] | [Observed state or Unknown] | [Date / Source ID / Unknown] |

## Opportunities, risks, and actions
- Opportunity: [Observed need and evidence, or Unknown]
- Risk: [Observed signal and evidence, or Unknown]
- Proposed action: [Owner / due date / evidence needed]
- Decision authority: [Human owner]

## Save boundary
- Exact target: [path]
- Preview confirmed by: [human / timestamp]
- Read-back result: [matched preview or failed; recovery action]