Holding Your Base

Based on Mondays (2MAR09) blog, exactly how does an organization hold it's base?

1.0 Review your current accounts and sort based on the following criteria:
1.1 Highest revenue accounts over the last 12 months (20% that produce 80% of your revenue)
1.2 Highest margin accounts (20% that produce 80% of your margin)

2.0 Build a priority list of the top ten current accounts:
2.1 Accounts listed in both revenue and margin as A accounts
2.2 Accounts just listed in the highest revenue as B accounts
2.3 Accounts just listed in the highest margin as C accounts

3.0 Finalize the Top Ten List:
3.1 Identify core processes used to market, sell, produce, and service these accounts

4.0 Executive to Executive reach out:
4.1 Business owner/top executives preemptively call their peers or the senior level in each account, hopefully this is not your first conversation with them!
4.2 Ask the question "we know the economy is seriously affecting business, we want to improve our offer to you, can we schedule a meeting between our two companies to explore this opportunity?
4.3 Create a cross-company project team to identify areas for improvement

5.0 Look inside (next blog post):