Strategic Growth
Account Planning™
Shift from reactive order-taking to proactive whitespace expansion in your largest accounts.
The Problem
Most account plans are 'check-the-box' exercises completed once a year and forgotten, leaving millions in expansion revenue on the table.
The Fairway Advantage
We deploy an engineering-led approach to account mapping, using data to identify 'power centers' and automated paths to expansion.
Planning Architecture
1
Whitespace Mapping
Visualizing product penetration vs. total addressable opportunity within an org.
2
Relationship Topography
Mapping political influence and identifying 'blockers' vs. 'champions'.
3
Executive Alignment
Programs for multi-threading and peer-to-peer executive connection.
4
Value Realization
Building the business case for renewal and expansion based on actual ROI.
5
Quarterly Business Reviews
Turning the QBR from a status update into a strategic roadmap session.