Account Plan

Purpose

Create a comprehensive strategic account plan by gathering all context on an account and structuring it into a clear growth and relationship strategy.

Usage

• /account-plan [account-name] - Create or update account plan for specific company

Method

Define the account, planning horizon, authorized owner, and as-of time before searching. Build a source ledger across company, person, meeting, deal, and prior plan records; deduplicate copied facts while retaining every source ID and source date. Classify each material item as observed, customer-stated, inferred, contradictory, stale, or unknown. Only then map stakeholders, current state, opportunities, risks, and possible actions. Keep recommendations separate from the account owner's decisions, and never convert a suggested action into a task or saved plan without the controlled-write sequence below.

Output contract

Return the scope and coverage first, followed by the source ledger, known account facts, unresolved contradictions and unknowns, stakeholder map, evidence-backed opportunities and risks, and recommendations awaiting human decision. Any count or total must name its denominator and excluded unknown values. End with a save status of not requested, awaiting confirmation, verified from read-back, or failed, plus the exact path and receipt when a confirmed write occurred. Never describe an unverified draft as the current account plan.

Evidence, authority, and recovery

Treat the account plan as a decision aid, not as a source of truth. Set an as-of timestamp when gathering context. Add per-field provenance to every material fact or claim: the source path or record, the source date (the date of the event or assertion, or undated), and the as-of time when it was read. Do not silently use a file modified date as the event date. A compact notation is: Annual value: £... (source: 04-Projects/..., source date: 2026-08-01, as-of: 2026-08-12T10:30Z).

• Keep absent data as Unknown — not found. For any unknown field, do not infer a stakeholder role, relationship strength, budget, renewal date, adoption number, intent, or outcome from a title, pattern, or template. Never invent absent facts. If sources contradict one another, list each source and date, show the contradiction, and leave the field unresolved until an authorized human resolves it.
• Separate observed facts from customer-stated facts and recommendations. Recommendations are not human decisions: do not turn a suggested owner, status, priority, or next action into a saved fact or create follow-up work without the user's decision.
• Keep gathering read-only. Before creating or updating 05-Areas/Companies/[Company-Name]_Account_Plan.md, show an exact write preview: the target path and complete proposed content, or an exact before/after diff, including every provenance and Unknown label. Require explicit confirmation from the authorized human account owner; a recommendation, a prior plan, or an implied yes is not authority. Do not write before that confirmation.
• After writing, read back the saved plan from disk and compare it with the approved preview, including the path, content, and key field annotations. Report the read-back result. If the write fails, times out, or the read-back differs, say that the plan is not verified and may be partially changed; preserve the prior copy where possible, re-read the file, show the discrepancy, and wait for explicit human direction before repairing or retrying. Never claim the plan was created or updated from a tool response alone.

Step 1: Gather Account Context

Collect information from multiple sources:

Company/Account Files

• Check 04-Projects/ for deal files related to this account
• Check 05-Areas/Companies/ for company page
• Look for company pages in 05-Areas/Companies/

Person Pages

• Search People/ for individuals at this company
• Extract:
  • Names and roles
  • Relationship strength
  • Key conversations
  • Pain points mentioned
  • Influence level

Meeting History

• Search 00-Inbox/Meetings/ for meetings with this account (last 12 months)
• Extract:
  • Key topics discussed
  • Decisions made
  • Commitments (theirs and ours)
  • Concerns raised
  • Wins celebrated

Deal History

• Current deals in pipeline
• Past deals (won/lost)
• Products/services they use
• Contract value and terms
• Renewal dates

Step 2: Analyze Stakeholder Map

Build comprehensive stakeholder analysis:

For Each Stakeholder:

Role classification:

• Champion: Advocates for us internally
• Economic Buyer: Final decision authority
• Technical Buyer: Evaluates product fit
• User: Day-to-day product user
• Blocker: Resistant or hostile

Influence and Support:

• High influence, high support = Key Champion
• High influence, low support = Risk / Blocker
• Low influence, high support = User Champion
• Low influence, low support = Monitor

Relationship Strength:

• Strong: Regular contact, mutual trust
• Moderate: Occasional contact, professional
• Weak: Minimal contact or new relationship
• None: Haven't connected

Step 3: Identify Opportunities and Risks

Growth Opportunities

1. Expansion opportunities:

   • Additional products/features they don't use
   • Other departments/teams that could benefit
   • Volume/usage growth potential

2. Upsell indicators:

   • Pain points that premium features solve
   • Budget availability signals
   • Competitive alternatives they're using

3. Relationship opportunities:

   • Executives we haven't met
   • Teams we're not working with
   • Events/conferences they attend

Risk Factors

1. Churn risk:

   • Product adoption issues
   • Unresolved pain points
   • Competitor activity
   • Budget cuts mentioned

2. Relationship risks:

   • Key champion leaving
   • Stakeholder concerns unaddressed
   • Reduced engagement

3. Competitive risks:

   • Competitor mentions
   • Evaluation processes
   • Dissatisfaction signals

Step 4: Generate Account Plan

Create structured account plan document:

# Account Plan: [Company Name]

**Plan date:** [Today]
**Account owner:** [User name]
**Annual value:** $[Amount if known]
**Renewal date:** [Date if known]

---

## 📋 Executive Summary

**Account status:** [Strategic / Growing / Stable / At-Risk]
**Primary goal:** [Main objective for this account]
**Top priority:** [Most important action]

**Quick facts:**
- Customer since: [Date]
- Products using: [List]
- Team size: [Number of users]
- Industry: [Vertical]
- Company size: [Employees]

---

## 👥 Stakeholder Map

### Key Champions

**[Name] - [Title]**
- **Role:** Champion
- **Influence:** High
- **Support:** High
- **Relationship:** Strong
- **Last contact:** [Date]
- **Key interests:** [What they care about]
- **How to engage:** [Strategy]

### Economic Buyers

**[Name] - [Title]**
- **Role:** Economic Buyer
- **Influence:** High
- **Support:** Medium
- **Relationship:** Moderate
- **Last contact:** [Date]
- **Key concerns:** [What worries them]
- **How to engage:** [Strategy]

### Users

[List key users with brief context]

### Gaps

- **Missing relationships:** [Roles/departments not yet connected]
- **Weak relationships:** [People we should strengthen ties with]

---

## 📊 Current State

### Product Adoption

**What they're using:**
- [Product/Feature 1] - [Adoption level: High/Medium/Low]
- [Product/Feature 2] - [Adoption level: High/Medium/Low]

**Usage insights:**
- [Key usage pattern]
- [Adoption blockers]
- [Power users]

### Health Indicators

- **Engagement:** [High/Medium/Low] - [Evidence]
- **Satisfaction:** [High/Medium/Low] - [Evidence]
- **Advocacy:** [High/Medium/Low] - [Evidence]

**Recent feedback:**
- [Positive signal 1]
- [Concern 1]

---

## 🎯 Growth Opportunities

### Near-term (This Quarter)

**1. [Opportunity Name]**
- **Type:** Expansion / Upsell / Cross-sell
- **Potential value:** $[Amount]
- **Why now:** [Timing/trigger]
- **Requirements:** [What needs to happen]
- **Owner:** [Who drives this]
- **Timeline:** [Target date]

**2. [Opportunity Name]**
[Same structure]

### Medium-term (2-3 Quarters)

**1. [Opportunity Name]**
- **Type:** [Type]
- **Potential value:** $[Amount]
- **Trigger conditions:** [What would enable this]

---

## 🚨 Risk Factors

### Active Risks

**1. [Risk Description]**
- **Type:** Churn / Competition / Relationship
- **Severity:** High / Medium / Low
- **Evidence:** [What indicates this risk]
- **Mitigation:** [Actions to reduce risk]
- **Owner:** [Who's responsible]
- **Status:** [In progress / Planned / Monitor]

### Risk Indicators to Monitor

- [Indicator 1] - Check monthly
- [Indicator 2] - Check quarterly

---

## 💡 Strategic Initiatives

### This Quarter

**1. [Initiative Name]**
- **Goal:** [What we're trying to achieve]
- **Actions:**
  - [ ] [Action 1] - [Owner] - [Date]
  - [ ] [Action 2] - [Owner] - [Date]
  - [ ] [Action 3] - [Owner] - [Date]
- **Success metrics:** [How we measure success]

**2. [Initiative Name]**
[Same structure]

---

## 📅 Engagement Plan

### Regular Touchpoints

- **Weekly:** [User check-ins, support tickets]
- **Monthly:** [Champion sync, usage review]
- **Quarterly:** [Executive business review, roadmap discussion]
- **Annual:** [Contract renewal, strategic planning]

### Upcoming Events

- **[Date]** - [Event/Meeting] - [Purpose]
- **[Date]** - [Event/Meeting] - [Purpose]

---

## 📚 Account History

### Key Milestones

- **[Date]** - [Milestone: First deal, major expansion, executive engagement, etc.]
- **[Date]** - [Milestone]

### Major Decisions

- **[Date]** - [Decision made and impact]
- **[Date]** - [Decision made and impact]

### Lessons Learned

- [Learning 1] - [What to do differently]
- [Learning 2] - [What worked well]

---

## 🎯 Success Metrics

**Primary metrics:**
- Revenue: $[Current] → $[Target]
- Users: [Current] → [Target]
- Adoption: [Current %] → [Target %]

**Relationship metrics:**
- Executive contacts: [Current] → [Target]
- Meeting frequency: [Current] → [Target]
- Advocacy: [Current state] → [Target state]

---

## 📝 Next Actions

**Immediate (This Week):**
- [ ] [Action 1] - [Owner] - [Date]
- [ ] [Action 2] - [Owner] - [Date]

**Short-term (This Month):**
- [ ] [Action 1] - [Owner] - [Date]
- [ ] [Action 2] - [Owner] - [Date]

**Review date:** [When to revisit this plan]

Save to: 05-Areas/Companies/[Company-Name]_Account_Plan.md

Step 5: Offer Follow-Up Actions

After creating the plan, ask:

"Account plan created! Want me to:

1. Update person pages with strategic context?
2. Draft email for stakeholder engagement?
3. Create tasks for immediate actions?
4. Schedule quarterly business review?"

Existing Plan Updates

If account plan already exists:

1. Read existing plan
2. Ask what's changed:
   • New stakeholders?
   • Updated opportunities?
   • New risks?
   • Progress on initiatives?
3. Update relevant sections
4. Preserve historical context

Integration with Other Skills

• Before creating: Run /customer-intel [company] for recent feedback
• After creating: Use /meeting-prep with stakeholders using this context
• For renewals: Use /renewal-prep with this plan as foundation
• Quarterly: Review and update alongside /pipeline-health

Example Output

This is a schema example, not a fictional account. Replace bracketed values only with evidence from the source ledger; leave missing values as Unknown.

# Account Plan: [Account name or Unknown]

**As-of date:** [As-of date]
**Account owner:** [Owner or Unknown]
**Plan status:** Draft for human review

## Source ledger
| Source ID | Source date | Scope | Freshness / limits |
|---|---|---|---|
| [Source ID] | [Source date] | [Contract, CRM record, meeting, or usage report] | [Limit or Unknown] |

## Account facts
| Field | Value | Source ID | Source date |
|---|---|---|---|
| Contract value | [Exact sourced value or Unknown] | [Source ID] | [Source date] |
| Renewal date | [Exact sourced date or Unknown] | [Source ID] | [Source date] |
| Adoption | [Configured measure or Unknown] | [Source ID] | [Source date] |

## Stakeholders
| Person | Evidence-backed role | Relationship | Last confirmed contact |
|---|---|---|---|
| [Name or Unknown] | [Role or Unknown] | [Observed state or Unknown] | [Date / Source ID / Unknown] |

## Opportunities, risks, and actions
- Opportunity: [Observed need and evidence, or Unknown]
- Risk: [Observed signal and evidence, or Unknown]
- Proposed action: [Owner / due date / evidence needed]
- Decision authority: [Human owner]

## Save boundary
- Exact target: [path]
- Preview confirmed by: [human / timestamp]
- Read-back result: [matched preview or failed; recovery action]