Aeronautics, space, defense, and energy are highly complex markets, which need to be approached with a certain knowledge of the industries, trends, and numerous players that make them up. To best address the market and find the most relevant opportunities for its customers, Surfeo regularly performs account plans, an efficient and accurate process.
When a prospecting phase is launched, Surfeo’s objective is to analyze and penetrate the target market with accuracy and relevance. This is why account plans are carried out when companies seem to correspond to the needs defined by the client upstream, or when companies may present an interest in the long term (opening of a new site, launch of a new program, merger acquisition…).
What is an account plan?
An account plan consists of several steps, each of which is designed to obtain information for a specific purpose.
1) An identity card of the organization
The goal is to get to know the company, learn about its history, its key activities and its key figures. All this information gives an idea of the type of company we are targeting.
2) A focus on the company’s areas of expertise
Determining the company’s sector of activity and product/service offering as well as its capabilities is essential to ensure the company’s relevance to the client or possible synergies.
3) The location of each expertise site
It is important to be able to identify which activity takes place at which site, in order to address the relevant decision centers and identify the right contacts to gain efficiency.
4) Identification of current and future programs within the company
Here we will identify the projects and programs on which the company is positioned. The analysis of current and future programs allows us to detect potential opportunities but also to dimension the client’s needs.
Why make an account plan?
The account plan is an essential tool in the sales process, contributing to the market intelligence of our experts. At Surfeo, it allows our teams to identify the decision centers, the entry points and the relevant contacts within the organization, which is very complex in our fragmented industries.
As our industries are in constant motion, it is important to regularly update these documents in order to remain in line with the evolution of the industry. Moreover, the account plans allow us to play on the synergies between our customers and to launch grouped prospecting phases in order to be more efficient. This market intelligence serves our customers and allows our teams to address the principals in a relevant and targeted manner.
Contact-us to learn more and discuss your business development plans.
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