Account Management User Guide

Overview

TechnoMile Account Management helps you streamline your government client relationships by creating a comprehensive Account Plan that acts as a blueprint, giving you a clear view of all the important details and Growth Opportunities for each Account.

With this feature, you can create and manage Action Items. These are tasks that track the progress of key activities such as maintaining Account Scorecards, Call Plans, and SWOT Analysis. This helps ensure you are on track to achieve your business goals.

By monitoring all Account activity, you can get valuable insights into your past wins and losses. This analysis helps you identify trends and improve your approach to future opportunities.

Audience

• Growth Suite Users

Benefits

• Creates effective Account Plans with valuable Account intelligence to achieve your business goals

• Manages the relationship between your business and clients, providing value to your key customers by visualizing Contacts within an Account

• Provides an overview of Scorecard, Strategic Plans, etc. associated with an Account

Features

• Tracks performance with Account Scorecard that helps visualize the progress of overall work on an Account

• Allows you to track the perception of your customers and enables you to build stronger relationships with them using Relationship Mapper

• Gathers detailed pipeline information that allows you to view the number of Opportunities that are won and lost over a specified period

• Identifies and analyzes your organization’s strengths and weaknesses, spots good Opportunities, and takes quick actions against threats using SWOT Analysis

• Monitors and evaluates the performance of risks, ensuring that actions are taken to mitigate any risks

Prerequisites

• Ensure that Growth Suite - Platform Edition is already installed and configured. The version of this package must be 2024.2 or higher.

Account Management Tab Views

1. Open App Launcher, enter text Accounts in the search bar, and click Accounts in search results.

2. Go to an Account record and click Account Management.
   The Account Management page opens.

Account Overview

The following information displays on the Account Overview tab:

• Account Scorecard

• Strategic Plan/Goals

• Call Plans

• Relationships

• SWOT

• Risks

• High Priority Contact

The Account Overview tab also displays information about:

• Technology Stack

• Account Plans

• Account Plan Summary Reports

• My Open Actions

Account Plans

Note

By default Account Plans display information about the most recent/current quarterly plan on the Account Overview tab.

1. To display Account Plan information of a different quarter, click Show this account plan against its Created Date.
   

   Note

   The Displayed Account field value changes to Currently Displayed against the other Created Date as highlighted in the image below.

2. To add a new Account Plan for an upcoming quarter, click Account Plan.
   

3. Enter the required field details and click Save.
   The Account Plan is added.

Account Plan Summary Reports

1. To generate an Account Plan Summary Report, click Generate Account Plan.

2. Enter field details such as File and Description.

3. Select the required checkboxes such as Score Card, Call Plan, Risk Check, etc. Note that you can also select the All checkbox to select all the checkboxes at once.

4. Click Save PDF.
   

The Account Plan Summary Report is generated.

To view or download this file, you can click its respective File name for opening and viewing the file or click the Download icon for downloading the file onto your system as shown in the image below.

Account Scorecard

1. Go to the Account Scorecard tab.

The Account Scorecard tab displays information about:

1. Past Work with Account

2. Overall Relationship with Account

3. Existing Work with Account Rating

To edit Scorecard records available in each section, you can click the respective pencil icon as highlighted below.

Action Items

1. To add an Action Item, click Add.
   

2. Enter fields such as Assign To, Description, and Status, and click Save. The Action Item is added.

To delete or edit an Action Item, you can click its respective delete icon for deleting an item or pencil icon for editing item details as highlighted in the image below.

To add more Action Items, you can perform the same steps as shown above.

Goals

1. Go to the Goals tab.
   Goals tab displays information about Goals such as Strategic Plans/Goals, Priority, Status, etc.
   

2. Click Add Goal.

3. Enter field details such as Goal Title, Priority, Type, etc. and click Save.
   

   The Goal is added.

   To delete, edit, or view a Strategic Plan/Goal, you can click the respective icons against the Goal record.

   

Action Items

1. To add an Action Item for a specific Strategic Plan/Goal, click the View icon and then click Add.

   

2. Enter field details such as Description and Status and click Save
   

   The Action Item is added.

   Note that every time you click the View icon, an Action Item for it will automatically display in the Actions section.

   To delete or edit an Action Item, you can click the respective icons against an Action record.
   

Call Plan

1. Go to the Call Plan tab.
   Call Plan tab displays information about Call Plan Details such as Call Rating, Description, Attendees, etc. and click Save.

2. Click Add Call Plan.
   

3. Enter field details such as Call Rating, Description, Attendees, etc. and click Save.
   The Call Plan is added.

   To delete or edit a Call Plan record, you can click its respective delete icon for deleting a record and pencil icon for editing record details as highlighted in the image below.

   

   To add more Call Plan records, you can perform the same steps as shown above.

   To add an Action Item for a specific Call Plan record, you can perform the same steps as shown here.

Relationship Mapper

1. Go to the Relationship Mapper tab.

The Relationship Mapper displays information about the hierarchy of Contacts associated with an Account based on the Reports To ID field value.

It also displays other important information on each Contact Card such as:

1. Contact’s Perception of your organization

2. Whether a Contact has an Influencer

3. Contact's Priority level

4. Contact’s LinkedIn Profile URL

5. Relationship Strength with a Contact

6. Tips for how to successfully build a relationship with a Contact

7. Colors indicating the overall Contact status

Important

For more information on how to use Relationship Mapper, refer to the Relationship Mapper .

SWOT Analysis

1. Go to the SWOT Analysis tab.
   

   The SWOT Analysis tab displays information about:

   1. Strength

   2. Weakness

   3. Opportunity

   4. Threat
      

2. In the Strengths section, click Add Strength.

   

3. Enter field details such as Strength Title, Description, How to Keep it as a Strength, etc. and click Save.
   The Strength is added.

   To delete or edit a Strength record, you can click its respective delete icon for deleting a record and pencil icon for editing record details as highlighted in the image below.

   To add more Strengths, you can perform the same steps as shown above.

   To add an Action Item for a specific Strength record, you can perform the same steps as shown here.

   Similarly, to add Weakness, Opportunity, and Threat, you can perform the same steps as shown above.

Risk Tracking

1. Go to the Risk Tracking tab.

   Risk Tracking tab displays information about Risk Details such as Risk Name, Description, etc.

2. Click Add Risk.
   

3. Enter field details such as Risk Tracking, Risk Rating, Status, etc. and click Save.

   The Risk is added.

   To delete or edit a Risk record, you can click its respective delete icon for deleting a record and pencil icon for editing record details as highlighted in the image below.
   

   To add more Risks, you can perform the same steps as shown above.

   To add an Action Item for a specific Risk record, you can perform the same steps as shown here.

Pipeline Analysis

1. Go to the Pipeline Analysis tab.
   Pipeline Analysis tab displays information about:

   1. Period of Performance

   2. Opportunity Closed in Selected Period

   3. Opportunity Closing in Selected Period
      To view a different Period of Performance, you can select from any of the following options:

   1. Current Quarter

   2. Previous Quarter

   3. Current Fiscal Year

   4. Last Fiscal Year
      Note that Period of Performance displays the following data associated with Growth Opportunities for the selected Period:

   1. Win Rate

   2. Won Opportunities

   3. Lost Opportunities
      

      Similarly, another selected Period of Performance displays the following data associated with Growth Opportunities:

      1. Open Opportunities

      2. Early Pipeline

      3. Late Pipeline

         

Action

1. Go to the Action tab.
   Action tab displays information about Open Actions for the user based on Areas such as Account Scorecard, Call Plan, Goal, etc.
   You can also view information about Closed Actions by navigating to the Closed tab.