Information Needed

Information Needed

After going through the Strategic Account Analysis, you may find you have important information that is required to complete any section or all sections. The Information Needed section is an area to add items that are necessary for you to complete your full analysis and from what source, by who on your team, and when. Information needed may come from the client, another outside source, or internally.

Consider the following questions when determining what other information may be needed::

  • What kind of activities are going on in other successful accounts in regards to the relationship that we haven't considered doing here?
  • What other locations or business units of the Large Account have problems that might need addressed?
  • What types of actions have competitors taken in the past in other accounts to unseat us with the account?
  • The last time we solved a problem for this customer, how did we do it, or the last time a competitor solved a problem for this customer how did they do it?
  • What other areas of concern does this customer have in relationship to our goal, focus investment, stop investment(s) and/or sales/support programs?
  • What other items do I need to justify resource allocation for the programs we suggest for this client?

Fig. 43, Information Needed section

To add Information Needed:

      1. From the Goal Detail Panel, click the Add icon to open the section.

      2. The following are descriptions of the fields in this dialog:

Description - the text description of the Information

Source - where the information will come from (for example, from the Customer)

Contact - an Account contact who may have input on the Information

When - the date the Information item was created

Assigned To - the person within your organization that will be responsible for the Information item

Completed - the date the Information item was completed

Status - the status of the Information item. The values of this field may vary according to your SAM installation.

Type - the priority of the Information item. The values of this field may vary according to your SAM installation.

      1. Type a description of the Information in the Description field.  If the Repository icon is available, you may choose from a suggested list of Information Needed items.  Make your selection and then click Done.

      2. To assign a Contact, click the Search icon in the Contact field and do one of the following:

        • If the desired name appears in the list, select the name and proceed to step 7.

        • If the desired name does not appear in the list, select the Search tab and proceed to step 5.

      3. Type the desired search criteria in the First Name, Last Name, or Account field and click Go.

Fig. 43a, Contact search

6.  From the list of items that match the search criteria, select the desired contact to populate the Contact name.

7.  Complete the other fields as desired.

8.  When you have completed entering the desired data, click Done to save and close the section, or click the Add icon again to add another Information item.

To delete an Information Needed item:

      1. In the Information Needed section, click the desired item and click the Trash Can icon. A message box appears asking you to confirm the deletion.

      2. Click Yes to delete or No/Cancel to cancel.

To edit an existing Information Needed item:

In the Goal's Detail Panel, click in the entry and edit the text inline.  Click Done when you have completed. 

​To enter a date for When and Completed:

In the section you are editing, click on the calendar icon next to When or Completed.  This will open a calendar tool that allows you to select the date.

Fig. 43b, Calendar icons

Fig. 43c, Calendar tool

Click the X to the right of the calendar when you have selected the date.  The date will appear in the text field.

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