Account Plan Skill

Produces a structured account plan — the document that separates account managers who grow accounts from those who just service them.

Required Inputs

• Account name
• Current ARR / revenue
• Contract renewal date
• Key contacts (names, roles, relationship strength)
• Products/services currently in use
• Known opportunities or expansion areas
• Known risks
• Planning horizon (6 / 12 / 24 months)

Output Structure

Account Plan: Account Name]

Account Manager: Name] | Period: Date range]

Account Snapshot

| Metric | Current | Target (EOY) | |---|---|---| | ARR / Revenue | £amount] | £target] | | NPS / Health score | Score] | Target] | | Products in use | List] | Expansion targets] | | Renewal date | Date] | — | | Risk level | Low / Medium / High | — |

Relationship Map

| Name | Title | Influence | Relationship | Notes | |---|---|---|---|---| | Name] | Role] | Decision maker / Influencer / User | Strong / Neutral / Weak | Insight] |

Relationship gaps: Who we do not have access to that we should] Executive sponsor: Do we have one? If not — who could become one?]

Why They Stay (Retention Anchors)

2-3 specific reasons this account renews. If the list is short, that is the risk signal.]

Growth Opportunities

| Opportunity | Product | Est. Value | Timeline | Next Action | |---|---|---|---|---| | Opportunity] | Product] | £value] | Q/Year] | Specific action] |

Whitespace: What products do we have that this account does not use, and why?

Risks and Mitigation

| Risk | Likelihood | Impact | Mitigation | Owner | |---|---|---|---|---| | Risk] | H/M/L | H/M/L | Action] | Name] |

90-Day Action Plan

| Action | Why | Owner | Due | |---|---|---|---| | Specific action] | Why it matters] | Name] | Date] |

Next QBR / EBR: Date — if no EBR cadence, flag as a risk]

Success Criteria

At end of period]:

• Renewed at or above current ARR
• Expansion opportunity] progressed to stage]
• Health score moved from current] to target]

Anti-Patterns

• ] Do not list only executive contacts in the relationship map — champions and day-to-day users are often more influential on renewal decisions
• ] Do not set growth opportunity estimates without a basis — even rough ARR values prevent the plan from being treated seriously
• ] Do not treat "no known risks" as acceptable — if no risks are identified, the plan hasn't been scrutinised honestly
• ] Do not write 90-day actions as vague aspirations ("strengthen the relationship") — each action must specify a call, meeting, or deliverable with a named owner

Quality Checks

• ] Relationship map identifies decision-makers, influencers, and any relationship gaps
• ] Risks all have mitigation actions and named owners
• ] Growth opportunities include estimated value (even roughly)
• ] 90-day actions are specific (not "have a call" — what call, with whom, to achieve what)
• ] Success criteria are measurable at the end of the planning period