Holden Account Management

efox tarradiddle curriculum Account ANZ Operations and engineering science Pvt Ltd Total WSP Revenue $40,000 Total CDSP Revenue $0 gross sales Professional Amit D Bhattacharya 29/11/2010 rascal 1 of 12 efox by Holden world(prenominal) www. holdenintl. com efox Account Plan merged Goals & Initiatives Corporate Goals undefined Corporate Initiatives undefined 29/11/2010 ANZ Operations and applied science Pvt Ltd Page 2 of 12 efox by Holden International www. holdenintl. com efox taking Sales PlanAccount ANZ Operations and engineering Pvt Ltd fortune NPLC Bangalore-Mumbai time value $40,000 Close Date May 11 2010 Sales Professional Amit D Bhattacharya Sales prognostication Opportunity is closed 29/11/2010 Page 3 of 12 efox by Holden International www. holdenintl. com efox Winning Sales Plan Discovery Expanded Opportunity Analysis Solid Emerging Weak Non-existent fantabulous Good At parity Marginal Bad Disadvantaged Tentative Disconnected Severely at Risk Strong Growing At Ris k Nov 29 2010 DominantSecure rate expound vexation Quality Competitive Strength political Alignment Summary Can We Add Value? Value Premise Client Involvement in Value Discovery Business Impact -11 0 Driving Mechanism Measur note leader -3 -4 -3 0 -3 0 -15 -4 Should We Pursue? Business Quality Geography/Resourceable musical accompaniment Risk Assessment Future Value to Us 0 0 0 Time shake off Client Competence Profit susceptibility to Us 0 Can We Compete? Competitive Strength consequence Compatibility Client History philosophical Alignment 0 0Competitors Solution Compatibility Competitors Client History -4 -3 -4 -27 -4 -3 -56 Competitors Philosophical Alignment -4 Are We form _or_ system of government-makingly Aligned To Win? Political Alignment Decision-Making Process Leverage Political Leverage Appropriate Executive Sponsorship Established Momentum -4 -4 -4 0 Competitors Decision Process Leverage -4 Competitors Political Leverage Competitors Approp. Exec. Sponsorship -4 Competitors Established Momentum Total Score 29/11/2010 ANZ Operations and Technology Pvt Ltd NPLC Bangalore-MumbaiPage 4 of 12 efox by Holden International www. holdenintl. com efox Winning Sales Plan Establish Value Value Statements Sharath S, Lead Technology, O We evoke provide the ethernet link as needed by you to reduce the strangulation and proper running of the applications as the period bandwidth is choked. Critical Business Issues Traffic is very high on the existing link which leads to choking Area of Improvement Upgrading of the bandwidth cappower in the existing link Business Impact CredibilityNeed to release the choking and Track record of having provided the IT applications will run more similar links to Sonata Software, smoothly IBM etc Value Proposition Beginning April 28th 2010 as a import of the new link from TTSL, ANZ Operations and Technology Pvt Ltd will be able to effectively increase the bandwidth on the existing link resulting in effective removal of the choking for proper running of the IT applications with the economic retribution of increased productivity of employees.We will document our delivered value by **. 29/11/2010 ANZ Operations and Technology Pvt Ltd NPLC Bangalore-Mumbai Page 5 of 12 efox by Holden International www. holdenintl. com efox Winning Sales Plan Competitive schema Differentiation Analysis Our Strategy Competitor Strategy for Strategy Coaching Prompt 29/11/2010 ANZ Operations and Technology Pvt Ltd NPLC Bangalore-Mumbai Page 6 of 12 efox by Holden International www. holdenintl. com efox Winning Sales Plan Political Support Support Base Map MV VM RP SS VBRP Ravi Pangal, Head Transitions, E Agenda division VM Viswas M, Head IT strategic Sourcing and asset Management, M Agenda character VB Vaidyanathan B, Manager Facilities, O Agenda plowshare MV Mahendran V, Head IT Infrastructure, M Agenda Contribution SS Sharath S, Lead Technology, O Agenda Contribution 29/11/2010 ANZ Operations and Technology Pv t Ltd NPLC Bangalore-Mumbai Page 7 of 12 efox by Holden International www. holdenintl. com efox Winning Sales Plan Ravi Pangal, Head Transitions, E Agenda Contribution make Evaluator 2 3 4 5 6 7 8 9 10 Ravi Pangal has exerted influence outside of his or her organisational potential Ravi Pangal has knowledge of his or her partnerships mission and credit line goals, as evidenced in his or her functional to instantly or in in a flash advance them Ravi Pangal is an effective risk taker, in terms of his or her ability to assess and lot risk Ravi Pangal demonstrates integrity, in terms of not being willing to compromise his or her bon ton or individuals within the Power Base to advance his or her own aspirations Ravi Pangal is a slap-up listener Ravi Pangal mint appropriately and successfully work in excommunication to ac go with policy Ravi Pangal influences definitive decisions before they are formally made Ravi Pangal has a close blood with others who possess expertise that he or she personally does not have, but that hatful be main(prenominal) Ravi Pangal is not arrogant near his or her knowledge or accomplishments as evidenced by his or her willingness to have others receive the credit rating for accomplishments Ravi Pangal is diplomatic in how he or she operates, as evidenced by rarely taking peck on in a confrontational appearance 1-Most Likely True 0-Dont Know -1-Doubt this is true -2 -2 -2 -2 -2 -2 -2 -2 -2 -2 2-Confident this is true -2-Confident this is not true disturb Evaluator 1 2 3 4 5 6 7 8 9 10 My discussions with Ravi Pangal converge upon potential opportunities beyond the on-line(prenominal) business fortune Ravi Pangal utilizes e or my company as a nontraditional imagination by dint of which value basin be derived Ravi Pangal makes an elbow grease to assist me in cost-justifying the value that we tail assembly apply Ravi Pangal introduces or references me to influential peck in the account Ravi Pangal has a give notice scheme for establishing us as the preferred supplier Ravi Pangal utilizes his or her indispensable contacts to provide me with business insights and festering of a privileged nature Ravi Pangal openly discusses his or her companys plans, projects, and force-out with me Ravi Pangal can vocalize my personal or companys long-term strategy for create a human consanguinity with his or her company and how the watercourse hazard contributes to its advancement Ravi Pangal takes the initiative in assisting me in the current business cultivation chance I feel my relationship with Ravi Pangal transcends the business development opportunity at fall in 2-Almost eternally 1-Often 0-Sometimes -1-Rarely -2-Almost Never -2 -2 -2 -2 -2 -2 -2 -2 -2 -2 29/11/2010 ANZ Operations and Technology Pvt Ltd NPLC Bangalore-Mumbai Page 8 of 12 efox by Holden International www. oldenintl. com efox Winning Sales Plan Viswas M, Head IT strategic Sourcing and asset Management, M Agenda Contri bution Fox Evaluator 1 2 3 4 5 6 7 8 9 10 Viswas M has exerted influence outside of his or her organizational authority Viswas M has knowledge of his or her companys mission and business goals, as evidenced in his or her working to directly or indirectly advance them Viswas M is an effective risk taker, in terms of his or her ability to assess and reign risk Viswas M demonstrates integrity, in terms of not being willing to compromise his or her company or individuals within the Power Base to advance his or her own aspirationsViswas M is a exhaustively listener Viswas M can appropriately and successfully work in riddance to company policy Viswas M influences outstanding decisions before they are formally made Viswas M has a close relationship with others who possess expertise that he or she personally does not have, but that can be important Viswas M is not arrogant about his or her knowledge or accomplishments as evidenced by his or her willingness to have others receive the cre dit for accomplishments Viswas M is diplomatic in how he or she operates, as evidenced by rarely taking people on in a confrontational look 1-Most Likely True 0-Dont Know -1-Doubt this is true -2 -2 -2 -2 -2 -2 -2 -2 -2 -2 2-Confident this is true -2-Confident this is not true Contact Evaluator 2 3 4 5 6 7 8 9 10 My discussions with Viswas M touch upon potential opportunities beyond the current business opportunity Viswas M utilizes me or my company as a nontraditional resource through which value can be derived Viswas M makes an effort to assist me in cost-justifying the value that we can contribute Viswas M introduces or references me to influential people in the account Viswas M has a clear strategy for establishing us as the preferred supplier Viswas M utilizes his or her internal contacts to provide me with business insights and information of a privileged nature Viswas M openly discusses his or her companys plans, projects, and military force with me Viswas M can articulate my personal or companys long-term strategy for building a relationship with his or her company and how the current opportunity contributes to its advancement Viswas M takes the initiative in assisting me in the current business development opportunity I feel my relationship with Viswas M transcends the business development opportunity at hand 2-Almost ever 1-Often 0-Sometimes -1-Rarely -2-Almost Never -2 -2 -2 -2 -2 -2 -2 -2 -2 -2 29/11/2010 ANZ Operations and Technology Pvt Ltd NPLC Bangalore-Mumbai Page 9 of 12 efox by Holden International www. holdenintl. com efox Winning Sales Plan Vaidyanathan B, Manager Facilities, O Agenda Contribution Fox Evaluator 2 3 4 5 6 7 8 9 10 Vaidyanathan B has exerted influence outside of his or her organizational authority Vaidyanathan B has knowledge of his or her companys mission and business goals, as evidenced in his or her working to directly or indirectly advance them Vaidyanathan B is an effective risk taker, in terms of his or her ability to assess and manage risk Vaidyanathan B demonstrates integrity, in terms of not being willing to compromise his or her company or individuals within the Power Base to advance his or her own aspirations Vaidyanathan B is a great listener Vaidyanathan B can appropriately and successfully work in exception to company policy Vaidyanathan B influences important decisions before they are formally made Vaidyanathan B has a close relationship with others who possess expertise that he or she personally does not have, but that can be important Vaidyanathan B is not arrogant about his or her knowledge or accomplishments as evidenced by his or her willingness to have others receive the credit for accomplishments Vaidyanathan B is diplomatic in how he or she operates, as evidenced by rarely taking people on in a confrontational manner 1-Most Likely True 0-Dont Know -1-Doubt this is true -1 0 0 -1 1 0 1 0 -2 0 2-Confident this is true -2-Confident this is not true Contact Evaluator 2 3 4 5 6 7 8 9 10 My discussions with Vaidyanathan B touch upon potential opportunities beyond the current business opportunity Vaidyanathan B utilizes me or my company as a nontraditional resource through which value can be derived Vaidyanathan B makes an effort to assist me in cost-justifying the value that we can contribute Vaidyanathan B introduces or references me to influential people in the account Vaidyanathan B has a clear strategy for establishing us as the preferred supplier Vaidyanathan B utilizes his or her internal contacts to provide me with business insights and information of a privileged nature Vaidyanathan B openly discusses his or her companys plans, projects, and personnel with me Vaidyanathan B can articulate my personal or companys long-term strategy for building a relationship with his or her company and how the current opportunity contributes to its advancement Vaidyanathan B takes the initiative in assisting me in the current business development opportunity I feel my relationship with Vaidyanathan B transcends the business development opportunity at hand 2-Almost Always 1-Often 0-Sometimes -1-Rarely -2-Almost Never 0 -1 0 0 1 -2 -1 0 -1 -1 29/11/2010 ANZ Operations and Technology Pvt Ltd NPLC Bangalore-Mumbai Page 10 of 12 efox by Holden International www. holdenintl. com efox Winning Sales Plan Mahendran V, Head IT Infrastructure, M Agenda Contribution Fox Evaluator 1 2 3 4 5 6 7 8 9 10 Mahendran V has exerted influence outside of his or her organizational authority Mahendran V has knowledge of his or her companys ission and business goals, as evidenced in his or her working to directly or indirectly advance them Mahendran V is an effective risk taker, in terms of his or her ability to assess and manage risk Mahendran V demonstrates integrity, in terms of not being willing to compromise his or her company or individuals within the Power Base to advance his or her own aspirations Mahendran V is a good listener Mahendran V can appropriately and successfully work in exception to company policy Mahendran V influences important decisions before they are formally made Mahendran V has a close relationship with others who possess expertise that he or she personally does not have, but that can be important Mahendran V is not arrogant about his or her knowledge or accomplishments as evidenced by his or her willingness to have others receive the credit for accomplishments Mahendran V is diplomatic in how he or she operates, as evidenced by rarely taking people on in a confrontational manner 1-Most Likely True 0-Dont Know -1-Doubt this is true -2 -2 -2 -2 -2 -2 -2 -2 -2 -2 2-Confident this is true -2-Confident this is not true Contact Evaluator 2 3 4 5 6 7 8 9 10 My discussions with Mahendran V touch upon potential opportunities beyond the current business opportunity Mahendran V utilizes me or my company as a nontraditional resource through which value can be derived Mahendran V makes an effort to assist me in cost-justifying the value that we can contribute Mahendran V introduces or references me to influential people in the account Mahendran V has a clear strategy for establishing us as the preferred supplier Mahendran V utilizes his or her internal contacts to provide me with business insights and information of a privileged nature Mahendran V openly discusses his or her companys plans, projects, and personnel with me Mahendran V can articulate my personal or companys long-term strategy for building a relationship with his or her company and how the current opportunity contributes to its advancement Mahendran V takes the initiative in assisting me in the current business development opportunity I feel my relationship with Mahendran V transcends the business development opportunity at hand 2-Almost Always 1-Often 0-Sometimes -1-Rarely -2-Almost Never -2 -2 -2 -2 -2 -2 -2 -2 -2 -2 29/11/2010 ANZ Operations and Technology Pvt Ltd NPLC Bangalore-Mumbai Page 11 of 12 efox by Holden International www. holdenint l. com efox Winning Sales Plan Sharath S, Lead Technology, O Agenda Contribution Fox Evaluator 2 3 4 5 6 7 8 9 10 Sharath S has exerted influence outside of his or her organizational authority Sharath S has knowledge of his or her companys mission and business goals, as evidenced in his or her working to directly or indirectly advance them Sharath S is an effective risk taker, in terms of his or her ability to assess and manage risk Sharath S demonstrates integrity, in terms of not being willing to compromise his or her company or individuals within the Power Base to advance his or her own aspirations Sharath S is a good listener Sharath S can appropriately and successfully work in exception to company policy Sharath S influences important decisions before they are formally made Sharath S has a close relationship with others who possess expertise that he or she personally does not have, but that can be important Sharath S is not arrogant about his or her knowledge or accomplishment s as evidenced by his or her willingness to have others receive the credit for accomplishments Sharath S is diplomatic in how he or she operates, as evidenced by rarely taking people on in a confrontational manner 1-Most Likely True 0-Dont Know -1-Doubt this is true -2 0 -1 0 1 -2 1 1 -2 1 2-Confident this is true -2-Confident this is not true Contact Evaluator 2 3 4 5 6 7 8 9 10 My discussions with Sharath S touch upon potential opportunities beyond the current business opportunity Sharath S utilizes me or my company as a nontraditional resource through which value can be derived Sharath S makes an effort to assist me in cost-justifying the value that we can contribute Sharath S introduces or references me to influential people in the account Sharath S has a clear strategy for establishing us as the preferred supplier Sharath S utilizes his or her internal contacts to provide me with business insights and information of a privileged nature Sharath S openly discusses his or her comp anys plans, projects, and personnel with me Sharath S can articulate my personal or companys long-term strategy for building a relationship with his or her company and how the current opportunity contributes to its advancement Sharath S takes the initiative in assisting me in the current business development opportunity I feel my relationship with Sharath S transcends the business development opportunity at hand 2-Almost Always 1-Often 0-Sometimes -1-Rarely -2-Almost Never -2 -2 -2 -1 -2 -2 -2 -2 0 0 29/11/2010 ANZ Operations and Technology Pvt Ltd NPLC Bangalore-Mumbai Page 12 of 12 efox by Holden International www. holdenintl. com