I need proof of what we deliver for my key account, captured while we deliver it.

I need proof of what we deliver for my key account, captured while we deliver it.

When the client asks what you've done for them, the answer needs numbers in their language. That proof is easiest to capture while the work is happening, with a clear before and after.

Five questions to see if your team can do this job today:

1. Before a new project starts, does your team define the measurable outcome the client expects?
2. Does your team capture the client's baseline before the work begins?
3. Are your proof points written in the client's metrics and language?
4. Do your proof points show the client's business results, such as revenue retained, costs avoided or risk reduced?
5. Does your team document at least one new proof point each quarter?

Two or more no's, and the value you deliver may go uncounted when it matters most.

One of my largest accounts was behind in key performance metrics with several of their customers. If one of their projects was behind by one day, the estimated direct cost was $55K per day, plus another $800K per day in lost revenue. So, close to $1M every day in losses. The issue was not tied to our services. This was truly a performance issue our client was facing.

We met with them, learned the root cause of the issue, and determined how to solve it. Here are the details.

Challenge: The client was behind on delivery of service by an average of 30 days across multiple projects in a key performance area. Result: $30M in lost revenue and direct costs. Client Metric: Achieve 95% on-time delivery every 5 days. Outcome: We co-developed an immediate solution that brought the client back to delivering 95% every 5 days. Proof Point: The solution helped them retain several key customer projects that averaged $10M each.

This was objective evidence of actual value communicated using the customer's metrics, their language, and their point of view. This client would go on to be a Vital Partnership that has lasted 20+ years.

If your success doesn't point to their success, then it's not a Proof Point.

Our system, the Vitality Index, shows your key account teams where they stand today, the work it takes to level up, and how to do it, until they reach a vital partnership that lasts.

If your key account asked what you delivered for them this quarter, what number would you show?

We built a free, 4-minute Key Account Risk Assessment. It gives you a risk score for your key accounts across team alignment, account planning, account transitions, and visibility. Link in the comments.