Account teams with many customers tend to manage by memory: the renewal is in view, but the goals, the people and the openings are not written down. This plan fits an account's goals, contacts, revenue opportunities, risks and next actions onto three pages that the whole team can read in a few minutes. It works as a growth plan or, with the recovery approach, as a plan to save an account showing churn signals.

The sample follows Hollins Grocers, a fictional customer with 12% growth in orders, 310 of 380 stores on plan and a promotion calendar of six events. Replace the revenue, goals, contacts and opportunities with real account data, rewrite the goals in the customer's own words, and name an executive sponsor for each action.