Account Plan Skill

Produces a structured account plan — the document that separates account managers who grow accounts from those who just service them.

Required Inputs

• Account name
• Current ARR / revenue
• Contract renewal date
• Key contacts (names, roles, relationship strength)
• Products/services currently in use
• Known opportunities or expansion areas
• Known risks
• Planning horizon (6 / 12 / 24 months)

Output Structure

Account Plan: [Account Name]

Account Manager: [Name] | Period: [Date range]

Account Snapshot

Relationship Map

Relationship gaps: [Who we do not have access to that we should] Executive sponsor: [Do we have one? If not — who could become one?]

Why They Stay (Retention Anchors)

[2-3 specific reasons this account renews. If the list is short, that is the risk signal.]

Growth Opportunities

Whitespace: What products do we have that this account does not use, and why?

Risks and Mitigation

90-Day Action Plan

Next QBR / EBR: [Date — if no EBR cadence, flag as a risk]

Success Criteria

At end of [period]:

• Renewed at or above current ARR
• [Expansion opportunity] progressed to [stage]
• Health score moved from [current] to [target]

Anti-Patterns

• [ ] Do not list only executive contacts in the relationship map — champions and day-to-day users are often more influential on renewal decisions
• [ ] Do not set growth opportunity estimates without a basis — even rough ARR values prevent the plan from being treated seriously
• [ ] Do not treat "no known risks" as acceptable — if no risks are identified, the plan hasn't been scrutinised honestly
• [ ] Do not write 90-day actions as vague aspirations ("strengthen the relationship") — each action must specify a call, meeting, or deliverable with a named owner

Quality Checks

• [ ] Relationship map identifies decision-makers, influencers, and any relationship gaps
• [ ] Risks all have mitigation actions and named owners
• [ ] Growth opportunities include estimated value (even roughly)
• [ ] 90-day actions are specific (not "have a call" — what call, with whom, to achieve what)
• [ ] Success criteria are measurable at the end of the planning period