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It guides users to answer six fundamental questions: current relationship assessment and central challenge, client agenda, personal aspirations, major opportunities to deepen growth, key senior executive relationships, and required internal/external resources. The form includes a client development matrix with six relationship levels and ends with an action plan for defining key tasks and ownership.",{"@graph":63,"@context":119},[64,80,102],{"@type":65,"itemListElement":66},"BreadcrumbList",[67,71,74,77],{"item":68,"name":69,"@type":70,"position":9},"https://docshare.wps.com","Home","ListItem",{"item":72,"name":10,"@type":70,"position":73},"https://docshare.wps.com/template/",2,{"item":75,"name":11,"@type":70,"position":76},"https://docshare.wps.com/template/presentations/",3,{"item":78,"name":59,"@type":70,"position":79},"https://docshare.wps.com/template/client-account-planning-the-six-critical-questions-you-must-ask/354952/",4,{"url":78,"name":59,"@type":81,"image":82,"author":87,"headline":59,"publisher":90,"fileFormat":93,"inLanguage":57,"description":61,"dateModified":94,"datePublished":95,"encodingFormat":93,"isAccessibleForFree":96,"interactionStatistic":97},"DigitalDocument",{"url":83,"@type":84,"width":85,"height":86},"https://docshare.wps.com/thumbnails/client-account-planning-the-six-critical-questions-you-must-ask/354952.png","ImageObject",442,249,{"name":88,"@type":89},"Mimi","Person",{"url":68,"name":91,"@type":92},"DocShare","Organization","application/pdf","2026-10-22","2026-09-22",true,{"@type":98,"interactionType":99,"userInteractionCount":101},"InteractionCounter",{"@type":100},"ViewAction",6,{"@type":103,"mainEntity":104},"FAQPage",[105,111,115],{"name":106,"@type":107,"acceptedAnswer":108},"What are the six questions used in this client account planning worksheet?","Question",{"text":109,"@type":110},"The worksheet asks about current assessment, the client’s agenda, your aspirations, major opportunities, key relationships, and the resources needed to capture near-term opportunities and reach goals.","Answer",{"name":112,"@type":107,"acceptedAnswer":113},"How does the client development matrix work in the worksheet?",{"text":114,"@type":110},"It describes six relationship levels—from one-time contact to trusted partner—using examples of what a client might say, helping you place the client along two dimensions: your role and the institutional relationship.",{"name":116,"@type":107,"acceptedAnswer":117},"What is the final step after answering the six questions?",{"text":118,"@type":110},"Create an action plan that lists key tasks, including who is responsible and when each action should be completed.","https://schema.org",{"og:url":78,"og:type":121,"og:title":59,"og:site_name":91,"og:description":61},"article",{"robots":123,"canonical":78},"index,follow",{"doc_id":125,"site_id":56},354952,1791993166,{"code":4,"msg":5,"data":128},{"doc_id":125,"user_id":129,"nickname":88,"user_avatar":130,"doc_module":9,"category_id":8,"category_name":11,"doc_title":59,"doc_description":61,"doc_content":131,"file_id":132,"file_url":133,"file_type":134,"file_size":135,"view_count":101,"is_deleted":4,"is_public":9,"is_downloadable":9,"audit_status":9,"page_count":136,"language":137,"language_code":57,"site_id":56,"html_lang":57,"table_of_contents":138,"faqs":139,"seo_title":140,"seo_description":61,"update_tm":141,"read_time":76},2336477974920,"https://ap-avatar.wpscdn.com/davatar_155a257f0dc6eb9ab79c44ca47cae57d","Client Account Planning:  \nThe Six Critical Questions You Must Ask  \nBy Andrew Sobel  \nClient Account Development: Key Questions  \nThis worksheet poses six fundamental questions that you should try to answer for all ofthe significant clients in your portfolio. These are meant to complement your account plans and encourage you to take a client-centric (versus product-centric) view of how to grow and deepen the relationship. There are many areas this list does not cover—for example, the competition—and this is by design. This short form focuses on the most essential dimensions of client relationship development.  \nThe six questions are:  \n1. Current Assessment: What is your current position with this client, and how would you describe the central challenge you face in developing and managing the relationship?  \n2. Client Agenda: What is the client’s agenda of essential goals and priorities?  \n3. Your Aspirations: What are your aspirations for this relationship?  \n4. Major Opportunities: What are the most promising opportunities to deepen and grow this client, given their goals and priorities?  \n5. Key Relationships: What senior executive relationships must be developed or deepened to capture the opportunities in (4)?  \n6. Resources: What internal resources and people do you need to leverage in order to capture the best near-term opportunities and reach your ultimate aspirations for the relationship?  \nEach of these questions is explained more fully on the next several pages. The last step is to create an action plan listing key tasks.  \n©2011 By Andrew Sobel  \n[www.andrewsobel.com](www.andrewsobel.com)  \nClient Name   1. Current Relationship Assessment  \n1-a: What is your current position with this client, and how would you describe the central challenge you face in developing and managing the relationship?  \nPlease position this client in the Client Development Matrix, below. Think about the criteria that are listed as you decide where to place the client along the X axis (individual role you play with the client) and the Y axis (the institutional relationship with your firm) . Base your judgment on an overall assessment. Pages 4 and 5 (next) provide more detail on these definitions should you need them.  \n1-b: How would you describe the central challenge you face in developing and managing this client relationship?  \n____________________________________________________  \n____________________________________________________  \n3 ©2011 By Andrew Sobel [www.andrewsobel.com](www.andrewsobel.com)  \nThe six levels of client relationships  \n\n| LEVEL | WHAT A CLIENT MIGHT SAY |\n| --- | --- |\n|  |  |\n| 1: Contact | We’ve met once or twice. |\n| 2: Acquaintance | I’ve known him for a while—we have some things and people in common. |\n| 3. Expert | They have done a few transactions for us. They dida very good job. In those areas they really know their stuff. |\n| 4. Steady Supplier | They consistently deliver, and are the provider of choice for this type of work. |\n| 5. Trusted Advisor | She’s superb at what she does and has great business sense. I trust her judgment and use her asa sounding board for tough issues. |\n| 6. Trusted Partner | They are a long-term partner in growing our business. They always put our interest first, and add great value. We get the best they can offer, globally. |\n\n4 ©2011 By Andrew Sobel [www.andrewsobel.com](www.andrewsobel.com)  \n2. Client Agenda  \nWhat is the client’s agenda of essential goals and priorities?  \nThink about two levels of agendas: The overall corporate agenda, and the agenda for your principal (individual) client in the organization.  \n\n| Corporate Agenda |\n| --- |\n| What are this company’s 3-5 key strategic goals or priorities? 1.\u003Cbr>_______________________________________________\u003Cbr>2.\u003Cbr>_______________________________________________\u003Cbr>3.  \u003Cbr>4.  \u003Cbr>5.   |\n| Individual Executive Agenda |\n| What are the 3-5 most important priorities for your key executive client at this company?\u003Cbr>NAME & ","cbCailKKy0dMBPHs","https://ap.wps.com/l/cbCailKKy0dMBPHs","pdf",987631,8,"English","# Client Account Development: Key Questions\n## Current Assessment\n## Client Agenda\n## Your Aspirations\n## Major Opportunities\n## Key Relationships\n## Resources\n## Action Plan","[{\"question\":\"What are the six questions used in this client account planning worksheet?\",\"answer\":\"The worksheet asks about current assessment, the client’s agenda, your aspirations, major opportunities, key relationships, and the resources needed to capture near-term opportunities and reach goals.\"},{\"question\":\"How does the client development matrix work in the worksheet?\",\"answer\":\"It describes six relationship levels—from one-time contact to trusted partner—using examples of what a client might say, helping you place the client along two dimensions: your role and the institutional relationship.\"},{\"question\":\"What is the final step after answering the six questions?\",\"answer\":\"Create an action plan that lists key tasks, including who is responsible and when each action should be completed.\"}]","Client Account Planning - The Six Critical Questions You Must Ask | PDF",1790115033]