Example of Individual Goals. Even if not all of them get on your annual scorecard for compensation, having those goals in mind will help you expand your relationship, grow account, establish you as though leader and trusted adviser.

1. Grow X Existing Accounts beyond stretch goal targets
2. Sustain Y Existing Account(s)
3. CM over 25% guidance
4. Intake account(s) over $2M+ with Sales in 2017 into your book of business
5. Offer New Delivery Solution Practice (DSP) wins (Digital, BI, Big Data, Support, DevOps, Cloud, Mobile, etc.)
6. Build Relationship, Communication Plan – Recurring meetings with customers, QBRs; Heatmap of expanding relationships to build
7. Participate in Events, Marketing – PR, Whitepaper, sponsorship, customer joint events, hackathons, events hosting
8. Show proactive assistance with pre-sales and sales teams, intake of new logos or incoming opportunities, incubation of new accounts. Own the deal end-to-end.
9. Individually or jointly with Sales/Business Development Team, proactively conduct lead generations campaigns (e.g. leveraging Lead Gen team) against a pre-defined target list and/or existing book of business, materializing in a growth on base of exiting account(s) or new logo acquisition
10. Delivery – Excellence in Technical Delivery, making sure we deliver on the promise. Delivery, just like Quality is inherent, it’s non negotiable.
11. Operational Excellence – Keep CRM, Forecasting, Tools, Account Management Plans (AMP), Accounts Receivables (AR), Un-billed Revenue (UB), Billing etc. up to date on ongoing basis