“In times of great change, clarity is disproportionately rewarded”

If you want to make a lasting impact on your team and your customer’s business as a strategic leader and not just as an average account manager, we recommend reviewing the following 4 frameworks and incorporating them into your strategic planning.

Business Frameworks are useful tools that strategy consultants use to help them analyze business issues and to help them frame their thinking. As a strategic business seller you can use these frameworks as well to clearly communicate and present your recommendations to your clients.

The below is simply a peek into each framework and to make you aware that they exist so that you can do further research on them to help you chunk down and make sense of the massive amounts of information you have at your disposal.

  1. Simon Sinek’s Golden Circle is a simple but powerful model for how leaders inspire action by starting with the question WHY. “People don’t buy what you do, they buy why you do it.”

Watch Simon Sinek’s 18mins TED Talk here:

Simon Sinek – People don’t buy what you do people buy why you do it

  • SWOT Analysis – Most of you will already know this but for those of you who don’t, a SWOT Analysis is a framework that can help you as an Account Manager to assess both internal and external factors (Strengths Weaknesses Opportunities Strengths) that will impact your chances of success.
  • Porter’s 5 Forces – is a framework that is particularly useful when entering a new industry sector. It helps in analysing not only competition from competitors but also from these five forces: new entrants, suppliers, buyers, substitute products or services, and existing industry rivalry.

For further information watch this 2 minute Harvard Business Review video https://hbr.org/video/3590615226001/the-explainer-porters-five-forces

  • BCG Matrix – The Boston Consulting Group’s product portfolio matrix (also known as BCG Growth-Share Matrix) is designed to help companies decide where to invest and where to divest. The matrix is divided into four quadrants based on market growth and relative market share. While the BCG Matrix is a corporate strategy framework it is also a very useful tool to categorise your accounts.

Here is a good explanation below:

Portfolio Analysis Explained – The BCG Matrix

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