Strategic Account Planning A financial institution's greatest competitive advantage and most valuable asset is customer knowledge. Too often, financial institutions treat customer knowledge casually and allow it to reside in the heads of the sales force, where it can disappear overnight or walk out the door to competitors.

Similarly, planning is often an under-utilized exercise. Information sharing and planning are especially critical in a relationship management and team selling environment and can be used to differentiate the institution and the sales person in the eyes of the customer.

BPG's Strategic Account Planning system focuses on the tools involved in capturing information and planning strategically and tactically at the market, relationship, sales, and calling levels. BPG's system includes specific prescriptions for converting internal processes, which are often difficult to sustain, to processes used with customers to deliver value and differentiate the organization from the competition.

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