Module - Account Qualification

How do we decide if an account should have a full team on it?  Or a dedicated account manager?  Or an account manager with several accounts?  Or even an account manager with many accounts.

In this module, we present a Risk/ Reward matrix to help make these decisions.
Some account should be managed because of a high potential reward.  Some might need to be managed because of a high potential risk.

Some account might not be managed at all because there is little reward and no risk.

We examine the risk and reward criteria and a straightforward matrix on to which they can be plotted.
An individual score is not intrinsically interesting.  But when plotted against all the other accounts an interesting picture can emerge.

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