This tip about the need for stakeholder nurturing in key accounts is gold.

This tip about the need for stakeholder nurturing in key accounts is gold.

If you don’t know where to start use this simple tool to identify and focus on decision makers and influencers:

1/ Draw a hexagon on a piece of paper.

2/ Write the name of the key account in the centre.

3/ Write the name of an executive you want to nurture on one side of the hexagon.

4/ Draw a branch from each name and write down the executive's goals; business drivers; initiatives; challenges; and critical success factors.

5/ Identify the capabilities you have that can help this person (WIIFT). And the capabilities they have that might help you (WIIFM).

6/ Repeat steps 3-5 for up to six key people per account.

This tool will help you prioritise your efforts. Use it and you are more likely to build stronger relationships with the people who matter most. (See the illustration below.)

The idea for this tool originated from a passage I read in
a book by Genius Network founder Joe Polish, which I recommend.