[{"data":1,"prerenderedAt":-1},["ShallowReactive",2],{"doc-detail-187750-en":3,"doc-seo-187750-105":30,"detail-sidebar-cat-1-en-105":91},{"code":4,"msg":5,"data":6},0,"success",{"doc_id":7,"user_id":8,"nickname":9,"user_avatar":10,"doc_module":11,"category_id":12,"category_name":13,"doc_title":14,"doc_description":15,"doc_content":16,"file_id":17,"file_url":18,"file_type":19,"file_size":20,"view_count":4,"is_deleted":4,"is_public":11,"is_downloadable":11,"audit_status":11,"page_count":21,"language":22,"language_code":23,"site_id":24,"html_lang":23,"table_of_contents":25,"faqs":26,"seo_title":27,"seo_description":15,"update_tm":28,"read_time":29},187750,687207022233,"Connor ","https://ap-avatar.wpscdn.com/davatar_155a257f0dc6eb9ab79c44ca47cae57d",1,17,"Forms","Account Strategy Worksheet","Account strategy planning worksheet detailing how to help a client achieve goals, strengthen existing relationships, and build new connections across a plan period. It outlines competitive threats to consider, recurring touchpoints and programs (e.g., QBRs, digital engagement, rebates, reporting), and specific initiatives by quarter. The plan includes stakeholder engagement, research and discovery workshops, product and platform introductions, and actions to uncover new opportunities and deepen commercial alignment through CDA, contracts, renewals, and pilots.","| How they buy: Day-to-day (Describe the client's purchasing process for day-to-day needs) |\n| --- |\n| Competitive threats, competitors selling to this client: |\n| Our Account Strategy\u003Cbr>Our Strategy: How can we help them achieve their goal? |\n| How will we grow relationships and create new relationships? |\n| What recurring touchpoints or programs will we leverage throughout the Plan period?\u003Cbr>(e.g. Quarterly Business Reviews, Contract, Continuing CDA, rebates, Environmental or other reporting) |\n\n\n| What we will do |\n| --- |\n| What we will do |\n| Our key Q2 initiatives | April-June\u003Cbr>What we will do |\n| What we will do |\n\n\n| What we will do |\n| --- |\n| What we will do |\n| Our key Q4 initiatives | October-December\u003Cbr>What we will do |\n| What we will do |\n\n\n| We need to: | Steelcase account strategy best practices: |\n| --- | --- |\n| Develop a plan for the client relationship |  Build an account strategy, record it in Salesforce, update it quarterly.\u003Cbr>Supporting tools:\u003Cbr> Use the Team Strategy Session tool to align with your Steelcase + dealer team that work on the client with you.  Research the client.\u003Cbr> Use ARC’s Work Experience Model to develop a strategy around your client’s business objectives. |\n| Maintain and build our existing relationships. |  Initiate Quarterly Business Reviews (QBRs); support available via Digital Front Door.\u003Cbr> Invite the client to visit the WorkLife.\u003Cbr> Invite the client to meet us in Grand Rapids or a different WorkLife.\u003Cbr> Connect our senior contact with your BGVP or with a member of the SET.\u003Cbr> Present our latest workplace research to the client and encourage our contacts to invite their peers from other teams.\u003Cbr> Provide a Steelcase + partners product update.\u003Cbr> Introduce the client to studio b, even if there is no current need for a custom solution. |\n| Meet new people, build new relationships. |  Present our latest workplace research to the client and encourage our contacts to invite their peers from other teams.\u003Cbr> Propose a meeting with the client’s ESG team to share our People + Planet story.\u003Cbr> Present Environmental Metrics reporting to the client.\u003Cbr> Use the People + Place workshop (WT+R) in order to connect with HR leadership.\u003Cbr> Use the Discovery Exercise workshop (WT+R) to meet and connect with leaders from across the client organization.\u003Cbr> Meet with the client’s A+D firm to brainstorm ways to jointly support our shared client.\u003Cbr> Meet with the client’s Commercial Real Estate firm to brainstorm ways to jointly support our shared client. |\n| Uncover (or\u003Cbr>create) new\u003Cbr>opportunities. |  Ask!\u003Cbr> Initiate Quarterly Business Reviews (QBRs) . Support available from the Sales Excellence Network; see Digital  Front Door or Salesforce.\u003Cbr> Propose a Pilot Experience to engage with the client very early in the opportunity – or use a Pilot to create an opportunity.\u003Cbr> Review your Continuing CDA for products or product categories that are not included; negotiate to include additional product in your CDA. |\n| Deepen our commercial relationship with the client. |  If we have a CDA but no contract/agreement, propose a contract.\u003Cbr> If the client uses a GPO, develop a LOU to drive more loyalty to Steelcase.\u003Cbr> Review your Continuing CDA for products or product categories that are not included; negotiate to include additional product in your CDA.\u003Cbr> If a contract or CDA is expiring in the foreseeable future, propose a renewal earlier than usual so that we can lead the conversation.\u003Cbr> Introduce/propose our Exchange eCommerce platform.\u003Cbr> Introduce/propose Steelcase Financial Services.\u003Cbr> Introduce/propose Applied Research + Consulting.\u003Cbr> Seek opportunities to use the Workplace Tools + Resources. |","cbCaiefq5TuTaCgB","https://ap.wps.com/l/cbCaiefq5TuTaCgB","pdf",431964,5,"English","en",105,"# Our Strategy\n## How can we help them achieve their goal?\n## How will we grow relationships and create new relationships?\n## What recurring touchpoints or programs will we leverage throughout the Plan period?\n# What we will do\n## Our key Q2 initiatives\n## Our key Q4 initiatives\n# We need to\n## Develop a plan for the client relationship\n## Maintain and build our existing relationships\n## Meet new people, build new relationships\n## Uncover (or create) new opportunities\n## Deepen our commercial relationship with the client","[{\"question\":\"What is the worksheet’s main purpose for the account strategy plan?\",\"answer\":\"It defines how to support the client’s goals while growing existing and new relationships through planned touchpoints and initiatives across the plan period.\"},{\"question\":\"Which quarterly periods are specifically covered for initiatives?\",\"answer\":\"The worksheet includes key initiatives for Q2 (April–June) and Q4 (October–December), with prompts to fill in what will be done.\"},{\"question\":\"How does the plan propose to deepen commercial relationships when CDA or contracts exist?\",\"answer\":\"It recommends proposing a contract if there is a CDA but no agreement, negotiating additional products in the Continuing CDA, seeking earlier renewal conversations, and introducing offerings like eCommerce, Financial Services, and Applied Research + Consulting.\"}]","Account Strategy Worksheet | 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