Client Growth Strategy - I

Sep, 2012
 Week 30 Client Growth Strategy I
Mail Body
Sales
This week we will discuss how “Client Growth Strategy” (also referred as) “Account Growth
Strategy” helps the account team to capture the agreed comprehensive strategy on growing the
account.

Features Why to Use ? FAQ

Client Growth Strategy has features which focuses on the

following :
Account
Enhanced Account profile Profile
- Helps you to track the current and targeted relationship status
and account satisfaction for the Account
90 Day action Account
Competitive Strategy Planner Goals
- Helps you to develop a competitive strategy in order to
leverage strengths and weaknesses of competitors

Key contacts Top Sales

- Helps to focus on the contacts which play strategic roll in Competitive
Strategy Project
account development

Business Development Initiatives

- Helps you in outlining of new business development projects
Business
that are targeted for growing the account Messaging Development
Projects

1
 Week 30 Client Growth Strategy I
Mail Body
Sales
This week we will discuss how “Client Growth Strategy” (also referred as) “Account Growth
Strategy” helps the account team to capture the agreed comprehensive strategy on growing the
account.

Features Why to Use ? FAQ

Benefits to BRM –
- Helps to set goals for account
- Helps to get traction from the senior management. Account
- Helps to plan strategically for the account. Profile
- Provides you the levers to grow the account.
- Creates a Win –Win situation for Customer and TCS.
90 Day action Account
Benefits to Senior Management – Planner Goals
-Visualize a Plan to Enhance the Client Relationship
- Helps to track and finally achieve account growth.

Competitive Top Sales

So it helps - Project
Strategy
- Foster better synergy in account management teams by
providing a common platform for strategizing.
-Account management team members to work with the Sales
team to analyze and develop the account.
Business
Messaging Development
Projects

2
 Week 30 Client Growth Strategy I
Mail Body
Sales
This week we will discuss how “Client Growth Strategy” (also referred as) “Account Growth
Strategy” helps the account team to capture the agreed comprehensive strategy on growing the
account.

Features Why to Use ? FAQ

What is the Value Theme ?

A value theme defines the value enhancement for the client from TCS services

What is the value Position ?

It is defined by TCS offerings and services that are benefiting client to increase their position in the market.

How does 90 day planner helps in growing the account ?

Immediate short term plan for the account detailing the desired activities to be completed in the current quarter.

How to define wallet share ?

TCS's wallet share of the total IT Budget of the Client.

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Thank You