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{"sheet":"Scorecard","index":0,"n_rows":39,"n_cols":20,"rows_kept":39,"cut":false,"hidden":false,"merged":[]}
[]
[null,"PILLAR 1 (enter theme e.g. financial, training, product, quality etc)",null,null,null,null,null,null,null,"PILLAR 3 (enter theme e.g. financial, training, product, quality etc)",null,null,null,null,null,null,null,null,1,"Enter \"1\" into the cell for RED"]
[null,null,null,"Measure","Target","Actual","Due","Complete",null,null,null,"Measure","Target","Actual","Due","Complete",null,null,2,"Enter \"2\" for AMBER"]
[null,null,"Enter Objective",null,null,null,null,null,null,null,"Enter Objective",null,null,null,null,null,null,null,3,"Enter \"3\" for GREEN"]
[null,1,"Enter initiative",null,null,null,"Q1-23",null,null,3,"Enter initiative",null,null,null,"Q1-23"]
[null,2,"Enter initiative",null,null,null,"Q2-23",null,null,3,"Enter initiative",null,null,null,"Q2-23"]
[null,3,"Enter initiative",null,null,null,"Q3-23",null,null,3,"Enter initiative",null,null,null,"Q3-23"]
[null,null,"Enter Objective",null,null,null,null,null,null,null,"Enter Objective"]
[null,3,"Enter initiative",null,null,null,"Q4-23",null,null,3,"Enter initiative",null,null,null,"Q4-23"]
[null,3,"Enter initiative",null,null,null,"Q1-23",null,null,3,"Enter initiative",null,null,null,"Q1-23"]
[null,3,"Enter initiative",null,null,null,"Q2-23",null,null,3,"Enter initiative",null,null,null,"Q2-23"]
[null,null,"Enter Objective",null,null,null,null,null,null,null,"Enter Objective"]
[null,3,"Enter initiative",null,null,null,"Q3-23",null,null,3,"Enter initiative",null,null,null,"Q3-23"]
[null,3,"Enter initiative",null,null,null,"Q4-23",null,null,3,"Enter initiative",null,null,null,"Q4-23"]
[null,3,"Enter initiative",null,null,null,"Q1-23",null,null,3,"Enter initiative",null,null,null,"Q1-23"]
[null,null,"Enter Objective",null,null,null,null,null,null,null,"Enter Objective"]
[null,3,"Enter initiative",null,null,null,"Q2-23",null,null,3,"Enter initiative",null,null,null,"Q2-23"]
[null,3,"Enter initiative",null,null,null,"Q3-23",null,null,3,"Enter initiative",null,null,null,"Q3-23"]
[null,3,"Enter initiative",null,null,null,"Q4-23",null,null,3,"Enter initiative",null,null,null,"Q4-23"]
[]
[]
[null,"PILLAR 2 (enter theme e.g. financial, training, product, quality etc)",null,null,null,null,null,null,null,"PILLAR 4 (enter theme e.g. financial, training, product, quality etc)"]
[null,null,null,"Measure","Target","Actual","Due","Complete",null,null,null,"Measure","Target","Actual","Due","Complete"]
[null,null,"Enter Objective",null,null,null,null,null,null,null,"Enter Objective"]
[null,3,"Enter initiative",null,null,null,"Q1-23",null,null,3,"Enter initiative",null,null,null,"Q1-23"]
[null,3,"Enter initiative",null,null,null,"Q2-23",null,null,3,"Enter initiative",null,null,null,"Q2-23"]
[null,3,"Enter initiative",null,null,null,"Q3-23",null,null,3,"Enter initiative",null,null,null,"Q3-23"]
[null,null,"Enter Objective",null,null,null,null,null,null,null,"Enter Objective"]
[null,3,"Enter initiative",null,null,null,"Q4-23",null,null,3,"Enter initiative",null,null,null,"Q4-23"]
[null,3,"Enter initiative",null,null,null,"Q1-23",null,null,3,"Enter initiative",null,null,null,"Q1-23"]
[null,3,"Enter initiative",null,null,null,"Q2-23",null,null,3,"Enter initiative",null,null,null,"Q2-23"]
[null,null,"Enter Objective",null,null,null,null,null,null,null,"Enter Objective"]
[null,3,"Enter initiative",null,null,null,"Q3-23",null,null,3,"Enter initiative",null,null,null,"Q3-23"]
[null,3,"Enter initiative",null,null,null,"Q4-23",null,null,3,"Enter initiative",null,null,null,"Q4-23"]
[null,3,"Enter initiative",null,null,null,"Q1-23",null,null,3,"Enter initiative",null,null,null,"Q1-23"]
[null,null,"Enter Objective",null,null,null,null,null,null,null,"Enter Objective"]
[null,3,"Enter initiative",null,null,null,"Q2-23",null,null,3,"Enter initiative",null,null,null,"Q2-23"]
[null,3,"Enter initiative",null,null,null,"Q3-23",null,null,3,"Enter initiative",null,null,null,"Q3-23"]
[null,3,"Enter initiative",null,null,null,"Q4-23",null,null,3,"Enter initiative",null,null,null,"Q4-23"]

{"sheet":"Conversation Starters","index":1,"n_rows":45,"n_cols":2,"rows_kept":45,"cut":false,"hidden":false,"merged":[]}
["QUESTIONS TO KICK START THE STRATEGIC CONVERSATION"]
[1,"What does your client do?"]
[2,"Does your company look after clients in the same industry?  If so, connect with the account managers responsible for those customers and share knowledge."]
[3,"What are the challenges in your clients’ business right now?"]
[4,"Who are their competitors?"]
[5,"What makes them unique?"]
[6,"Any macroeconomic forces are at work?  Industry challenges that might impact how they use your products or services"]
[7,"What is their company culture?"]
[8,"Why did you win their business?"]
[9,"What needs did you address and are you still meeting them?"]
[10,"Are those needs the same or have they changed?"]
[11,"Has their budget for your category changed this year and how did they forecast it?"]
[12,"What is the decision-making process for your point of contact’s (POC) department?"]
[13,"Have you identified all the decision makers and influencers?  Who else should you be talking to?"]
[14,"What are the big projects your POC is working on?"]
[15,"What results is your POC expected to deliver this year?"]
[16,"What evidence do they need?  How do they want to track the performance of your category?"]
[17,"What else does your POC do?  Do they have responsibilities beyond managing your category?"]
[18,"What’s keeping them up at night?"]
[19,"What do they love about their job?"]
[20,"What do they wish they had more time to do?"]
[21,"Who are the most challenging people in their organisation and what impact do they have?"]
[22,"Who does your client think we need to have a relationship with?"]
[23,"On a scale of 1 to 10, rate how important is the category: is it on the radar, or off the grid?"]
[24,"Has your POC’s job changed?"]
[25,"Have they got more time or less to focus on your category?"]
[26,"What issues come up regularly?"]
[27,"How can you educate your client?  Teach don’t sell."]
[28,"How can you make your client look good?"]
[29,"What kind of administration do they have to do?  Reports? Presentations? Communications?"]
[30,"What do they care about?"]
[31,"What problems do they need to be solved?"]
[32,"What are the consequences for your POC in doing nothing in your category?"]
[33,"What type of communication works best for them? Email, phone, face to face? Do they have any ideas on how to improve it?"]
[34,"What is their process for issue resolution and management for your category?"]
[35,"What would they like training on?"]
[36,"What do they think about your products and services?"]
[37,"What is the single most important benefit they get from you, above all else?"]
[38,"Is there anything they wished you offered, but don’t?"]
[39,"What do they think you could improve upon?"]
[40,"What do they think makes a successful client-supplier relationship?"]
[41,"How do they manage their clients?"]
[42,"Could they introduce you to their teams to learn about their account management approach?"]
[43,"If they need something from your business, do they know where to go?"]
[44,"How can you help them?"]

{"sheet":"Whiteboard","index":2,"n_rows":1,"n_cols":3,"rows_kept":1,"cut":false,"hidden":false,"merged":[]}
["Strategy","Category","Score"]

{"sheet":"Decison Matrix","index":3,"n_rows":30,"n_cols":12,"rows_kept":30,"cut":false,"hidden":false,"merged":[[12,1,15,4],[12,6,15,9],[12,11,15,14],[2,1,9,14],[30,1,37,14],[18,1,21,4],[18,6,21,9],[18,11,21,14],[24,1,27,4],[24,6,27,9],[24,11,27,14]]}
[]
[null,"Objective:"]
[]
[]
[]
[]
[]
[]
[]
[]
[]
[null,"Initiative #1",null,null,null,null,"Pros",null,null,null,null,"Cons"]
[]
[]
[]
[]
[]
[null,"Initiative #2",null,null,null,null,"Pros",null,null,null,null,"Cons"]
[]
[]
[]
[]
[]
[null,"Initiative #3",null,null,null,null,"Pros",null,null,null,null,"Cons"]
[]
[]
[]
[]
[]
[null,"Recommendations and conclusion"]