Assigning Goals is important whether you are a Business Unit Head, Manager, Account Manager/Executive or Client Partner yourself.

1. Have Business Development Mindset
2. Focus Revenue Growth and Exceeding Revenue Targets
   e.g. growth on base of existing account(s), new logos acquired individually or with Sales Team collaboration
3. Pay attention to Account Margins (AM%), Contribution Margins (CM%) Targets and have plans to improve AM%, CM% continuously
4. Set Individual Goals, Commitments, Stretch Targets
5. Develop/Build Pipeline – build up your pipeline of opportunities, qualify out or work on closing that pipeline one stage at the time
6. Proactive Prospecting and Lead Generation e.g. Campaigns, SalesNavigator, Warm intros from existing stakeholders, etc.
7. Build, Expand your Relationships, Network
8. “One Team” Account Thinking – Account Manager (AM), Delivery Manager (DM), Sales or Business Development Manager (SM, BD), Digital Sales, Industry Solution Practice (ISP), Competency Center (CC), Operations, Revenue Group, etc. Orchestration of all different roles that touch Account is of utmost importance and Account Manager (AM) is responsible to Orchestrate.
9. Account Planning – It’s your business plan. Plan the Work, Work the Plan. Collaborate with Sales Managers (SM), Delivery Managers (DM), Operations, Finance, etc. to align/draft. Don’t forget, your activities should lead to results and not just doing activity for the sake of activity.
10. Delivery – Excellence in Technical Delivery, making sure we deliver on the promise. Delivery, just like Quality is inherent, it’s non negotiable.
11. Keep Operations, Account Hygiene in order