Full screen

Share

Show pages

Account Management Playbook
Rainforest Alliance
Want to make interactive content? It’s easy in Genially!

Over 30 million people build interactive content in Genially.

Check out what others have designed:

Transcript

Rainforest Alliance

Account Management Playbook

Prospecting

Sales Funnel

Qualification

Needs analysis

Proposal &Negotiation

Closing

At the top of the funnel, the Account Manager identifies potential prospects through various channels, including targeted marketing campaigns, industry events, referrals, and strategic partnerships. The goal is to generate leads and create awareness about our solutions.

(1-2 weeks || 0%)

Once the Account Manager has captured leads, the qualification stage begins. The Account Manager engages with these leads to assess their fit, budget, authority, and need for RA's solutions. By conducting thorough discovery calls, meetings, or evaluations, the Account Manager determines whether the prospect aligns with RA's target customer profile and has a genuine interest in exploring RA's offerings. This stage helps to prioritize leads and focus resources on the most promising opportunities.

(2-4 weeks || 0%)

During this stage, the Account Manager delves deeper into understanding the prospect's pain points, requirements, and business challenges. The Account Manager engages in consultative discussions and presentations to uncover the prospect's specific needs and demonstrate how RA's solutions address their unique business requirements. For example, the Account Manager might conduct in-depth workshops to showcase the value and capabilities of RA's offerings.

In this stage, we work closely with the prospect to develop a tailored proposal that outlines the recommended solution, pricing, and terms. Our account team collaborates with internal stakeholders to ensure the proposal aligns with the prospect's expectations and our organization's objectives. Negotiations may take place to reach mutually beneficial terms and finalize the proposal.

Once the proposal is accepted and the prospect commits to becoming a partner, the closing and onboarding stage begins. Our team finalizes contracts, coordinates logistics, and ensures a smooth transition from prospect to partner. We provide clear guidance and support during the onboarding process to ensure partner satisfaction and successful implementation of our solutions. This stage sets the foundation for building long-term relationships.

(4-6 weeks || 25%)

(3-6 months || 50%)

(? || 100%)

Key Perfomance Indicators (KPIs)

2

3

4

7

6

5

1

Revenue Targets: Measure actual revenue generated against set sales targets, broken down by sales representatives, territories, and product lines.

  • 2030 Royalties: $159,000
  • New Royalties per year (2024-2030): $15,142,857

Sales Conversion Rate: Track the percentage of leads or opportunities that convert into closed deals, providing insights into the efficiency of the sales process.

  • Existing market partners: 60-70%
  • Prospects: 5-20%

Sales Cycle Length: Measure the time it takes for a lead or opportunity to progress from the initial contact to closing the deal, indicating sales efficiency.

  • 6-10 months

Sales Pipeline Value: Evaluate the total value of all active sales opportunities in the pipeline, providing visibility into future revenue potential.

  • $21,632,653-$28,571,429

Sales Quota Attainment: Measure the percentage of sales representatives who achieve or exceed their assigned sales quotas, indicating individual performance.

  • According to Korn Ferry's 2020–2021 Sales Performance Study, only 53% of salespeople are making or exceeding their quota. With organizations generally targeting a 70% quota attainment goal.

Average Deal Size: Monitor the average value of individual sales deals, helping identify opportunities to upsell or cross-sell to increase deal value.

  • Top 30: $310,623
  • #31-150: $77,656
  • Prospects: $201,905

Win Rate: Calculate the percentage of won deals compared to the total number of deals pursued, reflecting the team's effectiveness in closing sales.

  • N/A since the count of existing market partners and prospects is predetermined. Consequently, the 'Win Rate' should align with the 'Sales Conversion Rate'.

Design Process

1. THE STORY

Value Proposition Story

2. THE INITIAL OFFER

3. THE ENHANCED OFFER

4. THE RINSE AND REPEAT

5. THE PUBLIC-PRIVATE PARTNERSHIP

6. THE THRIVING LANDSCAPE

Design Process - McDonald's Case

1. THE STORY

Value Proposition Story

2. THE INITIAL OFFER

3. THE ENHANCED OFFER

4. THE RINSE AND REPEAT

5. THE PUBLIC-PRIVATE PARTNERSHIP

6. THE THRIVING LANDSCAPE

The Flywheel Assessment - Initial Offer

The Flywheel Assessment - Enhanced Offer

  1. Strategic account selection
  2. Customer profiling
  3. Needs assessment and solution costumization
  4. Relationship building
  5. Strategic account plan
  6. Regular touchpoints
  7. Value proposition communication
  8. Cross-functional collaboration
  9. Problem-solving and issue resolution
  10. Continous value delivery
  11. Performance metrics and reporting
  12. Renewals and long-term growth
  13. Feedback loop
  14. Innovation and thought leadership

Best-practice key account management sales process

3 Highly-Regarded Books AboutSales

SPIN Selling- Neil Rackham

Influence: The Psychology of Persuasion- Robert B. Cialdini

To Sell Is Human: The Surprising Truth About Moving Others- Daniel H. Pink

While not exclusively a sales book, Robert Cialdini's "Influence" is a cornerstone for understanding the psychology of persuasion and the principles that underlie effective selling. It explores various psychological triggers and techniques that can be applied to sales and marketing.

Neil Rackham's "SPIN Selling" is a classic in the field of sales. It introduces the SPIN (Situation, Problem, Implication, Need-payoff) technique, which is a comprehensive framework for consultative selling. Rackham's research-based approach has been instrumental in shaping modern sales methodologies.

Daniel Pink's book challenges traditional notions of sales and argues that we are all in the business of selling, whether we realize it or not. Pink provides valuable insights into the art and science of persuasion in a contemporary context, making it a must-read for both sales professionals and those interested in the dynamics of influence.

3 Highly-Regarded Books AboutB2B

The Challenger Sale: Taking Control of the Customer Conversation- Matthew Dixon and Brent Adamson

SPIN Selling- Neil Rackham

Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal- Jeb Blount

As mentioned earlier, "SPIN Selling" is a timeless classic in B2B sales. Neil Rackham's research-based approach focuses on understanding and addressing the specific needs of customers by uncovering their Situation, Problem, Implication, and Need-payoff. It remains an essential read for B2B sales professionals seeking a consultative selling methodology.

"The Challenger Sale" is a groundbreaking book that challenges conventional B2B sales wisdom. Dixon and Adamson argue that the most successful salespeople are "Challengers" who teach their customers something new and valuable, leading to a more consultative approach. This book is based on extensive research and has reshaped B2B sales strategies worldwide.

Jeb Blount's "Sales EQ" emphasizes the role of emotional intelligence (EQ) in B2B sales. The book explores how understanding and effectively managing emotions, both your own and your customers', can lead to improved sales outcomes. Blount provides actionable strategies for building better relationships and closing complex deals.

3 Highly-Regarded Books About Account Management

Strategic Account Management: A Comprehensive Guide- Diane A. Zanetti and Diana Woodburn

Strategic Selling- Robert B. Miller, Stephen E. Heiman, and Tad Tuleja

The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies- Robert B. Miller and Stephen E. Heiman

While not exclusively focused on account management, "Strategic Selling" is a classic in the realm of complex B2B sales and account development. The authors introduce the concept of the "Blue Sheet" to help sales professionals strategically plan and manage their accounts, emphasizing a consultative approach.

This comprehensive guide provides a detailed framework for strategic account management. It covers the entire lifecycle of managing key accounts, from selection and planning to execution and growth. Zanetti and Woodburn offer practical tools and strategies for building and nurturing long-term client relationships.

Building on their earlier work, Miller and Heiman offer an updated approach to strategic selling, which is particularly relevant to account management. This book introduces the concept of "Win-Win" and provides insights into understanding and aligning with the customer's buying process.

Investment in Thriving Landscape:

⁃ Are there aid organizations, foundations, or donors interested in investing in RA's collaboration with the market partner? ⁃ Are these entities inclined to invest in the geographical areas where RA operates alongside the market partner? ⁃ Do these aid organizations, foundations, or donors have prior experience collaborating with corporations? ⁃ If so, which entities? ⁃ Does RA have a track record with these institutions? ⁃ If not, is this a significant obstacle? ⁃ Does the market partner express interest in such public-private partnerships? ⁃ If yes, has RA engaged in joint presentations with the market partner or independently? ⁃ If not, does this raise questions about RA's decision to undertake the specific work? ⁃ Could substantial institutional funding make a considerable difference in the market partner's willingness or enthusiasm for collaborating with RA in regenerative agriculture and/or carbon intensity reduction efforts? ⁃ Is the timing conducive, aligning institutional and corporate timelines?

THE INITIAL OFFER

A. 100% Rainforest Alliance certified coffee by 20xxB. Substantially up the % of Rainforest Alliance certified cacao to yy% by 20xxC. Rinse & repeat the palm oil supply chain certification carried out for Sainsbury's

THE STORY

A. McDonald's, which feeds 1% of the world every day, believes it needs to be part of the solution to climate change. That's why, in 2021, McDonald's set an ambition to achieve net zero emissions by 2050. McDonald's is prioritizing action on the largest elements of its carbon footprint – from restaurant energy use to packaging and waste, and the sourcing of key ingredients for its menu.B. McDonald’s Priority ESG Issues (immediately relevant to Rainforest Alliance)i. Climate Action - working to take climate action and helping transform its food systems to be more resilient for the future ahead.ii. Nature, Forests & Water - taking a holistic approach to protecting natural resources, the communities that rely on them and the future of its business.iii. Community Impact - With more than 39,000 restaurants, McDonald’s has a unique connection with communities the world over and believes that comes with a responsibility to help support people.C. McDonald’s has clearly articulated short / medium / long-term opportunitiesi. Short term (0–2 years) - Supporting and advancing suppliers’ climate strategiesii. Medium term (2–11 years) - Accelerating sustainable and regenerative farmingiii. Long term (11–30 years) - Accelerating sustainable and regenerative farmingD. In 2014, McDonald’s set global goals for sustainable sourcing of its priority ingredientsi. U.S. pork supply chain is > 61% of the way to its goal to phase out use of gestation stallsii. 74% of eggs sourced in U.S. are cage-freeiii. On track to achieve all of its 2024 Broiler Welfare Commitments (improving welfare outcomes for > 70% of chickens in McDonald’s global supply chainiv. Australia, Brazil, Canada, Europe, Japan, South Korea and U.S. have already eliminated medically important antibiotics from chickenv. Beef antibiotic pilots have been conducted in 10 key beef sourcing marketsE. From 2018 to 2022, McDonald’s contributed $4.5M to an “Adaptive Multi-Paddock” or “AMP” grazing study in Tennessee. Chevron & Exxon matched McDonald’s funding.i. The team measured everything from microbe health and bird life to rainwater infiltration, insect diversity and farm expenses.(1) Restore production - AKA “mob grazing”, the technique feeds cattle in a way to mimic how millions of wild buffalo, elk and deer munched wild forage across North America and, with only their poop and hooves, built a layer of rich, fertile soil across the Great Plains up to 15 feet deep.(2) Restore production - Soil touched more by hooves than tilling machines held 25% more microbes, 33% more insect diversity and three times the number of grassland birds. With spongier ground, AMP farms absorbed over twice as much rain per hour.(3) Mitigate climate - Early data shows the AMP farms pulled down up to four times as much carbon as the conventional grazers next door.(4) Conserve forests - An AMP grazer can run three times as many cows on the same sized land. “Then we don’t have to cut down rainforests.”

Position yourself and your company as thought leaders in the industry. Provide insights, best practices, and innovative ideas to help the key account achieve its strategic objectives.

Account: ABC EnterprisesObjective: Foster Innovation and Position Rainforest Alliance as a Strategic Partner at the Forefront of Technology Advancements1. Innovation Workshops:• Organize regular innovation workshops involving key stakeholders from both Rainforest Alliance and ABC Enterprises.• Collaboratively brainstorm and explore innovative ideas, use cases, and solutions that align with ABC Enterprises' business objectives.2. Emerging Technology Showcases:• Host showcases and webinars to introduce ABC Enterprises to emerging sustainability trends.• Highlight how these trends can be leveraged to drive business transformation and competitive advantage.3. Co-Innovation Projects:• Initiate co-innovation projects where Rainforest Alliance and ABC Enterprises jointly develop and prototype innovative solutions. • Explore new ways to address challenges or capture new opportunities using cutting-edge solutions.4. Thought Leadership Content:• Create and share thought leadership content, whitepapers, and industry insights.• Position Rainforest Alliance experts as leaders in the field, sharing valuable perspectives on sustainability trends and their impact.5. Industry Research Collaboration:• Collaborate with ABC Enterprises on joint industry research initiatives.• Conduct surveys, studies, and analyses that provide actionable insights for both organizations and the broader industry.6. Technology Roadmap Alignment:• Align Rainforest Alliance's solutions roadmap with ABC Enterprises' long-term vision and growth strategies.• Proactively suggest advancements that can support their evolving needs.7. Executive-Level Forums:• Host executive-level forums where Rainforest Alliance's top leadership engages with ABC Enterprises' C-level executives.• Discuss forward-looking strategies, industry trends, and how sustainability can drive innovation and competitive advantage.8. Industry Partnerships and Ecosystem Engagement:• Facilitate introductions to Rainforest Alliance's network of partners, startups, and ecosystem players.• Encourage collaboration with external innovators who can contribute to joint projects and initiatives.9. Pilot Programs for New Solutions:• Propose pilot programs for testing and validating new solutions within ABC Enterprise.• Demonstrate the potential impact of cutting-edge technologies on their business operations.10. Continuous Exploration of Trends:• Continuously monitor sustainability trends, market shifts, and emerging opportunities.• Engage with ABC Enterprises in proactive discussions about how these trends can shape their future strategies.

Investment in Thriving Landscape:

⁃ Are aid organizations, foundations, or donors interested in supporting RA's collaboration with the market partner? ⁃ Are they inclined to invest in the geographical areas where RA operates alongside the market partner? ⁃ Do these entities have a history of partnering with corporations? ⁃ If so, which entities? ⁃ Does RA possess a track record with these institutions? ⁃ If not, does this pose a challenge? ⁃ Does the market partner find public-private partnerships appealing? ⁃ If so, has RA engaged in joint pitches with the market partner? Individual pitches? ⁃ If not, does this raise concerns about the feasibility of the proposed initiative?

Account: ABC CorporationObjective: Communicate Rainforest Alliance's Value Proposition for ABC Corporation's Business Transformation1. Customized Presentation:• Develop a tailored presentation that highlights how Rainforest Alliance's solutions directly address ABC Corporation's unique pain points and challenges.• Showcase specific features, functionalities, and use cases that align with their strategic goals.2. ROI Analysis:• Quantify the potential return on investment (ROI) that ABC Corporation can achieve by implementing Rainforest Alliance's solutions.• Present data-driven insights on cost savings, revenue growth, and efficiency improvements.3. Case Studies and Success Stories:• Share real-world case studies and success stories of organizations in a similar industry or context that have benefited from Rainforest Alliance's solutions.• Illustrate how these organizations achieved tangible business outcomes and transformed their operations.4. Solution Differentiators:• Clearly articulate the unique differentiators of Rainforest Alliance's solutions that set them apart from competitors.• Highlight features, scalability, security, and integration capabilities that position Rainforest Alliance as a leading technology partner.5. Alignment with Business Goals:• Emphasize how Rainforest Alliance's solutions directly align with ABC Corporation's business objectives and growth strategies.• Showcase how the technology can enable ABC Corporation to achieve its long-term vision.6. User Experience and Ease of Adoption:• Highlight the user-friendly interfaces, intuitive design, and ease of adoption that Rainforest Alliance's solutions offer.• Illustrate how seamless integration with existing systems can streamline operations.7. Scalability and Flexibility:• Communicate Rainforest Alliance's ability to scale solutions to accommodate ABC Corporation's evolving needs and future growth.• Discuss how Rainforest Alliance's solutions can adapt to changing market dynamics and industry trends.8. Customer Support and Success:• Highlight Rainforest Alliance's commitment to providing dedicated customer support and assistance throughout the implementation and beyond.• Share examples of how Rainforest Alliance has helped other clients overcome challenges and achieve successful outcomes.9. Thought Leadership and Innovation:• Position Rainforest Alliance as a thought leader in the industry by sharing insights, trends, and innovative ideas.• Demonstrate how Rainforest Alliance's solutions reflect the latest technological advancements and best practices.10. Continuous Improvement and Collaboration:• Communicate Rainforest Alliance's ongoing efforts to enhance its solutions based on customer feedback and market trends.• Express a commitment to collaborative partnership in driving ABC Corporation's digital transformation journey.

Continuously communicate the value and benefits of your solutions to the key account, showcasing how they directly impact their business outcomes.

Gather comprehensive information about each key account, including organizational structure, decision-makers, pain points, goals, and historical interactions.

1. Organizational Structure and Decision-Makers: Gain a comprehensive understanding of the key account's organizational structure. Identify decision-makers, influencers, and stakeholders involved in technology adoption and purchasing decisions. Determine their roles, responsibilities, and authority levels.2. Business Objectives and Challenges: Conduct in-depth discussions with key account stakeholders to uncover their specific business objectives, challenges, and pain points. Understand their strategic goals, growth plans, and areas where Rainforest Alliance's solutions can make a significant impact. 3. Industry Landscape: Research and analyze the key account's industry dynamics, trends, and competitive landscape. Identify the account's position in the industry and the unique challenges it faces.4. Historical Interactions: Review the account's past interactions and engagements with Rainforest Alliance, if any. Understand the nature of previous collaborations, feedback received, and any existing relationships.5. Technology Environment: Assess the key account's current technology infrastructure, systems, and applications. Determine compatibility with Rainforest Alliance's solutions and potential integration points.6. Budget and Financial Considerations: Gather insights into the key account's budget allocation for technology investments. Understand their financial constraints, investment priorities, and willingness to allocate resources for Rainforest Alliance's solutions.7. Timeline and Urgency: Determine the key account's timeline for technology implementation or solution adoption. Identify any urgent needs or time-sensitive projects that align with Rainforest Alliance's offerings.8. Risk Appetite and Change Management: Evaluate the account's risk tolerance and readiness for change. Understand their approach to change management, potential barriers to adoption, and strategies to mitigate risks.9. Vendor Relationships: Identify any existing vendor relationships the key account maintains. Understand the account's perceptions of Rainforest Alliance and its competitors, as well as any challenges or dissatisfaction with current vendors.10. Value Proposition Alignment: Map Rainforest Alliance's value proposition to the key account's specific needs and pain points. Clearly articulate how Rainforest Alliance's solutions address their challenges and contribute to their strategic objectives.11. Communication Preferences: Determine the key account's preferred communication channels and engagement methods. Understand how they prefer to receive information, updates, and support.12. Cultural and Ethical Considerations: Recognize any cultural, ethical, or regulatory factors that may influence the key account's decision-making process. Ensure that Rainforest Alliance's solutions align with their values and compliance requirements.13. Competitive Advantage: Identify how Rainforest Alliance's solutions provide a competitive advantage to the key account. Highlight unique features, capabilities, or success stories that differentiate Rainforest Alliance from competitors.

Demand Network Effect:

⁃ Has adopting RA offerings led to increased demand or enhanced profitability for the market partner's products? ⁃ Is this increase statistically significant? ⁃ If not, is the market partner content with compliance-related benefits? ⁃ Are there verifiable demand-related advantages unclaimed by the market partner? ⁃ Can RA substantiate these assertions with data? ⁃ Has a persuasive narrative been crafted to emphasize these demand benefits?

Conduct in-depth discussions with key account stakeholders to understand their specific challenges and goals. Tailor your offerings to provide customized solutions that address their unique needs.

1. Discovery Workshop: Initiate a comprehensive discovery workshop with key stakeholders from the key account's organization. Facilitate open discussions to delve into their specific pain points, challenges, and business goals.2. Detailed Questioning: Use a structured questioning framework to elicit detailed information about the key account's current technology landscape, processes, and pain points. Ask probing questions to uncover underlying issues and needs.3. Mapping Business Objectives: Clearly map the key account's business objectives to Rainforest Alliance's suite of solutions. Identify areas where Rainforest Alliance's technology can directly contribute to achieving their strategic goals.4. Solution Alignment: Present a tailored solution outline that directly addresses the key account's identified challenges. Highlight specific features, functionalities, and modules within Rainforest Alliance's offerings that align with their needs.5. Use Case Scenarios: Provide real-world use case scenarios illustrating how Rainforest Alliance's solutions have successfully resolved similar challenges for other clients. Showcase the measurable benefits and outcomes achieved.6. Customization and Integration: Discuss the feasibility of customizing Rainforest Alliance's solutions to match the key account's unique requirements. Explore integration possibilities with their existing systems and applications.7. ROI and Business Impact: Quantify the potential return on investment (ROI) and business impact of implementing Rainforest Alliance's solutions. Provide data-driven insights into cost savings, revenue growth, and efficiency improvements.8. Proof of Concept (PoC): Propose a proof of concept (PoC) phase where a limited implementation of Rainforest Alliance's solutions can be tested within the key account's environment. Outline the objectives, scope, and success criteria for the PoC.9. Change Management Strategy: Address the change management aspect of solution implementation. Offer guidance on how to manage user adoption, mitigate resistance, and ensure a smooth transition.10. Collaborative Solution Design: Engage key account stakeholders in the solution design process. Seek their input and feedback to ensure that the proposed solution aligns with their vision and expectations.11. Value-Based Proposition: Clearly communicate the value proposition of Rainforest Alliance's solutions in terms of their direct impact on the key account's business outcomes. Articulate how the proposed solution addresses their pain points and drives results. 2. Tailored Presentation: Develop a customized presentation that summarizes the key account's specific needs, challenges, and the proposed Rainforest Alliance solution. Use visuals, data, and success stories to reinforce the solution's relevance.13. Continuous Engagement: Maintain ongoing communication with key account stakeholders throughout the solution customization process. Address any questions, concerns, or additional requirements that arise.

THE THRIVING LANDSCAPE

A. If agreed, this engagement would result in the establishment of one or (likely) multiple thriving landscapes in Brazil (or elsewhere).Quantifiable Impact1. It could improve the 57% of pasturelands that are degraded in Brazil, reducing the need for additional deforestation of the Amazon. Brazil is the second largest producer of beef in the world, and 40% of their cattle are currently grazing in the Amazon region.2. It could improve carbon sequestration by somewhere in the region of at least 1,200 kg per acre per year. To put this into context, Brazil's grazing area is somewhere in the region of 400 million acres.3. Another interesting example is this prediction of the potential benefits of AMP in the USA. This shows huge reductions in greenhouse gas emissions (more than a gigatonne of carbon a year) without reducing the number of cattle. The USA is the world's largest producer of beef in the world, and over a third of its land area is used for grazing (according to the EPA and Bloomberg). This means about 850 million acres are used for grazing, over twice as much as in Brazil.

Account Name: ABCCorporation Objective: Drive Revenue Growth, Deepen Partnership, and Deliver Business Value1. Account Overview:• Brief description of ABC Corporation, its industry, and market position.• Key stakeholders, decision-makers, and influencers within the organization.• Historical engagement and existing relationship with Rainforest Alliance.2. Business Goals and Objectives:• Understand ABC Corporation's strategic goals, challenges, and growth objectives.• Align Rainforest Alliance's solutions with ABC Corporation's business priorities.3. Value Proposition:• Clearly articulate how Rainforest Alliance's suite of solutions addresses ABC Corporation's pain points and contributes to their success.• Quantify potential ROI, cost savings, and efficiency improvements.4. Engagement Strategy:• Tailor communication and engagement approach to different stakeholders.• Schedule regular check-ins, strategic reviews, and executive-level meetings.5. Solution Customization:• Develop a customized solution roadmap that aligns with ABC Corporation's technology needs and future initiatives.• Explore opportunities for solution integration and customization.6. Cross-Selling and Upselling:• Identify opportunities to cross-sell additional Rainforest Alliance products and services that complement ABC Corporation's existing solutions.• Propose upselling strategies to expand Rainforest Alliance's footprint within the organization.7. Customer Success Plan:• Define key success metrics and KPIs to track the impact of Rainforest Alliance's solutions on ABC Corporation's business outcomes.• Outline a plan for ongoing support, training, and assistance to ensure successful solution implementation.8. Relationship Building:• Establish a dedicated customer success team to provide personalized support and assistance.• Foster strong relationships at all levels of ABC Corporation's organization.9. Innovation and Thought Leadership:• Share industry insights, trends, and thought leadership content to position Rainforest Alliance as a strategic advisor.• Explore opportunities for co-innovation and collaborative projects.10. Risk Management:• Identify potential risks and challenges that could impact the partnership.• Develop contingency plans and mitigation strategies to ensure a smooth partnership experience.11. Quarterly and Annual Reviews:• Conduct quarterly business reviews to assess progress, achievements, and areas for improvement.• Use annual reviews to recalibrate strategies, set new goals, and plan for the upcoming year.12. Expansion and Future Opportunities:• Explore possibilities for expanding Rainforest Alliance's solutions across different departments or business units within ABC Corporation.• Discuss potential joint initiatives, innovation projects, and long-term collaboration opportunities.

Create a detailed account plan outlining objectives, strategies, tactics, and timelines for achieving account growth and success. Align the plan with the customer's goals.

THE ENHANCED OFFER

1. Could the Market Partner's narrative be enhanced substantially through the strategic inclusion of additional RA services, particularly those aligned with the continuous improvement cycle?2. Does the Market Partner demonstrate a track record of sustainability leadership?3. Are the Market Partner's CEO or other senior executives known for their sustainability leadership?4. Are there strong connections between senior executives at RA and their counterparts at the Market Partner?

Regularly assess and demonstrate the value your solutions bring to the key account. Identify opportunities for upselling, cross-selling, and introducing new offerings that align with their evolving needs.

Account: ABC EnterprisesObjective: Ensure Ongoing Value Generation and Sustained Partnership Success1. Quarterly Business Reviews (QBRs):• Conduct regular QBRs with ABC Enterprises to review progress, challenges, and opportunities.• Analyze key metrics, discuss achieved milestones, and align strategies for the upcoming quarter.2. Solution Enhancement Roadmap:• Collaborate with ABC Enterprises to develop a solution enhancement roadmap.• Identify new features, upgrades, and innovations that can be integrated to continuously improve and optimize Rainforest Alliance's solutions.3. Performance Optimization Analysis:• Periodically assess the performance of Rainforest Alliance's solutions within ABC Enterprise.• Analyze system efficiency, responsiveness, and user experience to identify areas for optimization.4. Proactive Issue Monitoring:• Implement proactive monitoring systems to detect and address any potential issues or anomalies.• Use real-time data to identify and resolve challenges before they impact ABC Enterprises' operations.5. Continuous Training and Skill Development:• Provide ongoing training sessions and workshops to ensure that ABC Enterprises' users are up-to-date with the latest features and functionalities.• Empower users to maximize the value of Rainforest Alliance's solutions through skill development.6. Thought Leadership and Industry Insights:• Share thought leadership content, industry insights, and best practices with ABC Enterprises.• Keep them informed about the latest trends, innovations, and strategies in their industry.7. Regular Performance Reports:• Provide regular performance reports and dashboards that showcase the tangible benefits and ROI delivered by Rainforest Alliance's solutions.• Highlight cost savings, process improvements, and revenue growth achieved.8. User Feedback and Satisfaction Surveys:• Conduct user feedback surveys to gather insights on user experience and satisfaction.• Use feedback to make informed enhancements and adjustments to better align with ABC Enterprises' needs.9. Quarterly Innovation Workshops:• Host innovation workshops to brainstorm and explore new ways Rainforest Alliance's solutions can create value for ABC Enterprises.• Encourage collaborative ideation and co-innovation.10. Scalability and Future-Readiness Assessment:• Periodically assess ABC Enterprises' scalability requirements and future needs.• Ensure that Rainforest Alliance's solutions are prepared to accommodate growth and evolving business demands.11. Executive-Level Engagement:• Maintain regular engagement with ABC Enterprises' C-level executives to discuss strategic initiatives, business goals, and partnership alignment.• Ensure that Rainforest Alliance's solutions continue to support their long-term vision.12. Customer Success Metrics and KPIs:• Establish a set of customer success metrics and KPIs that both Rainforest Alliance and ABC Enterprises can track.• Use these metrics to measure the ongoing value generated and the partnership's impact on business outcomes.

Producer Incentives:

⁃ Are tangible benefits for producers collaborating with RA well-documented? ⁃ Is there historical evidence of these benefits across diverse regions? ⁃ Do producers acknowledge and support RA's value? Are they advocates? ⁃ Has their advocacy increased over time? ⁃ Are impactful RA cases widely shared with market partners and the public? ⁃ Are these cases timely and relevant? ⁃ Is there systematic measurement of their impact?

Supply Network Effect:

⁃ Can the market partner's track record be characterized by significant commitments to sustainability? ⁃ Has the market partner demonstrated consistent, substantial investments in sustainability initiatives over time? ⁃ Does the market partner employ a data-driven approach to sustainability practices? ⁃ Has the market partner announced intentions to scale up regenerative farmland? ⁃ Has public commitment been made by the market partner to decrease carbon intensity by supporting regenerative agriculture? ⁃ Has the market partner made other carbon intensity reduction commitments? ⁃ What level of 'sustainability competence' does the market partner possess? ⁃ Is there an established, enduring relationship between RA and the market partner? ⁃ Will partnering with RA substantially contribute to the market partner's medium/long-term sustainability goals? ⁃ Does RA operate at the necessary scale in geographies relevant to the market partner's medium-term sustainability objectives?

Producer Incentives:

Insert examples of RA’s work with top brands to demonstrate producer value from Regen Ag practices.

TBD?

THE PUBLIC-PRIVATE PARTNERSHIP

Identify and prioritize key accounts based on factors such as revenue potential, industry influence, and alignment with company solutions.

1. Revenue Potential: Identify accounts with significant revenue potential that align with Rainforest Alliance's product offerings and expertise. Analyze the market size, growth trends, and the account's historical spending patterns to gauge the revenue opportunity. 2. Industry Influence: Prioritize accounts that hold substantial influence in their respective industries. Look for organizations that are leaders, innovators, or trendsetters, as their success can positively impact Rainforest Alliance's reputation and market presence. 3. Strategic Fit: Evaluate how well the account's business objectives align with Rainforest Alliance's solutions. Focus on accounts where Rainforest Alliance's technology can directly address the account's pain points and help them achieve their strategic goals. 4. Long-Term Relationship: Choose accounts with the potential for a sustained and mutually beneficial partnership. Consider the account's stability, growth trajectory, and willingness to invest in a long-term collaboration. 5. Complexity and Solution Depth: Prioritize accounts that require comprehensive and sophisticated solutions. These accounts often offer opportunities for upselling, cross-selling, and the deployment of a wide range of Rainforest Alliance products and services. 6. Geographic Presence: Assess the account's geographic footprint and alignment with Rainforest Alliance's regional strengths. Consider accounts that have a global or regional presence, enabling Rainforest Alliance to leverage its resources effectively. 7. Competitive Landscape: Evaluate the competitive landscape within the account's industry. Focus on accounts where Rainforest Alliance's solutions provide a clear competitive advantage over other vendors. 8. Referral and Relationships: Consider accounts that have been referred by existing satisfied customers or have established relationships with Rainforest Alliance's executive team. Referrals and existing connections can help build trust and credibility. 9. Strategic Partnerships: Identify accounts that are part of larger ecosystems or partnerships that Rainforest Alliance can leverage for business growth. Collaborations with industry associations, consortia, or technology alliances can create synergies. 10. Innovation Potential: Prioritize accounts that have a strong appetite for innovation and technology adoption. Look for organizations that value cutting-edge solutions and are open to exploring new ways to enhance their operations. 11. Total Addressable Market (TAM): Evaluate the total addressable market within the account's industry and geography. Focus on accounts that offer a substantial TAM, enabling Rainforest Alliance to capture a significant share of the market. 12. Cultural Alignment: Assess the cultural fit between Rainforest Alliance and the account's organization. A strong cultural alignment can foster smoother collaboration, communication, and long-term success.

THE ENHANCED OFFER

A. Short term (0–2 years) – 2a, 2b & 2c aboveB. Short term (0–2 years) – Prepping for scalei. Identifying the ‘critical mass’ of hectares / head of cattle in Brazil (or Colombia)~Brazil – 1,052 restaurants = 183,957 cattle per year~Colombia – 74 restaurants = 12,940 cattle per yearii. Assessing the landscapes (LandScale)iii. Defining the standards, packing (cattle/hectare), rotation frequency, margins of error, etc.iv. Educating ranchersv. Implementationvi. Monitoringvii. StorytellingC. Medium term (2–11 years) – Attaining scale in a single marketi. Based on the 2-year results, agree annual targets that would allow McDonald’s to source 70% of the beef it sources in Brazil from ranches using AMP grazing by 20xxii. Implementationiii. Monitoringiv. StorytellingD. Long term (11–30 years) - Scaling to all of McDonald’s 10 key beef sourcing marketsi. Assessing the landscapes (LandScale)ii. Defining the standards, packing (cattle/hectare), rotation frequency, margins of error, etc.iii. Educating ranchersiv. Implementationv. Monitoringvi. StorytellingE. Who does what?i. McDonald’s provides funding for electronic fencing etc. (CapEx), landscape assessments, training, implementation, monitoring and storytelling for the initial phase, thereafter a credit line for electronic fencing etc. (CapEx) along with funding for landscape assessments, training, implementation, monitoring and storytelling. McDonald’s would also guarantee offtake for participating ranchersii. RA provides in-country mapping, landscape assessments, training, implementation, monitoring and storytelling (together with McDonald’s)

Market Value/Benefits:

⁃ Does the consumer perceive and value the advantages of regenerative agriculture? ⁃ How has this perceived value been quantified? ⁃ Do the consumer's values translate to the market partner's brand, sales, or profits? ⁃ How can this potential impact be gauged? ⁃ Is the consumer's perception and value aligned with the benefits of reduced carbon intensity? ⁃ How has the value been assessed in this context? ⁃ Could consumer perception lead to tangible benefits for the market partner's brand, sales, or profits? ⁃ How could this correlation be assessed? ⁃ Is the narrative about these benefits consistent with the market partner's previous storytelling?

THE INITIAL OFFER

1. Are any of RA's current services directly aligned with the Market Partner's narrative?2. Does RA possess a strong partnership with the Market Partner?3. Are commodities like coffee, cacao, tea, and/or bananas integral to the Market Partner's product offering(s)?4. Do forest-based products constitute a significant percentage of the Market Partner's supply chain?5. Does the Market Partner need support in mapping and certifying its supply chain?

Establish strong relationships at various levels within the key account organization. Develop a deep understanding of their business objectives and challenges.

1 Personalized Engagement: Initiate personalized interactions with key stakeholders at the key account. Understand their roles, responsibilities, and preferences to tailor your communication and engagement approach.2 Regular Check-ins: Schedule regular check-in meetings with key account contacts. Use these meetings to provide updates, gather feedback, and maintain an open line of communication.3 Executive Engagement: Foster relationships with key decision-makers within the key account's organization. Arrange executive-level meetings to discuss strategic initiatives, align goals, and showcase Rainforest Alliance's commitment.4 Strategic Reviews: Conduct periodic strategic reviews with the key account. Evaluate progress, address challenges, and explore new opportunities for collaboration.5 Value Proposition Reinforcement: Continuously reinforce the value proposition of Rainforest Alliance's solutions. Provide real-world examples, case studies, and success stories to demonstrate the tangible benefits of partnering with Rainforest Alliance.6 Thought Leadership: Share industry insights, trends, and thought leadership content with the key account. Position Rainforest Alliance as a trusted advisor and source of valuable information.7 Collaborative Planning: Engage the key account in collaborative planning sessions. Discuss upcoming projects, initiatives, and technology roadmaps to align Rainforest Alliance's solutions with their future needs.8 Problem-Solving: Proactively address any challenges or issues that arise during the partnership. Work closely with the key account to find effective solutions and ensure their satisfaction.9 Feedback Loop: Create a feedback loop to gather input and suggestions from the key account. Use their feedback to continuously improve Rainforest Alliance's offerings and enhance the partnership experience.10 Customer Success Team: Establish a dedicated customer success team to provide ongoing support and assistance. Ensure that the key account has a direct point of contact for any inquiries or assistance needed.11 Value-Added Workshops: Organize value-added workshops, training sessions, and knowledge-sharing events. Help the key account maximize the use of Rainforest Alliance's solutions and optimize their business outcomes.12 Networking Opportunities: Facilitate networking opportunities for key account stakeholders within Rainforest Alliance's customer community. Encourage knowledge exchange and peer-to-peer learning.13 Recognition and Acknowledgment: Recognize the key account's achievements and successes. Celebrate milestones, accomplishments, and positive outcomes to reinforce a sense of partnership and accomplishment.14 Social and Cultural Engagement: Understand and respect the key account's social and cultural nuances. Engage in activities that align with their values, fostering a deeper connection and rapport.15 Surprise and Delight: Occasionally, deliver unexpected value or gestures of appreciation to surprise and delight the key account. This could include personalized gifts, exclusive access to events, or additional resources.

Market Value/Benefits:

⁃ Has the market partner gained market value or benefits (beyond initial recognition) from RA offerings? ⁃ If so, which ones? ⁃ Was RA involved in shaping these market values or benefits? ⁃ Are there unclaimed, quantifiable market values or benefits known to RA? ⁃ Can RA provide supporting data for these assertions? ⁃ Has a compelling narrative been constructed for promoting these values or benefits?

THE THRIVING LANDSCAPE

1. Considering the narrative presented, could the Market Partner explore investment opportunities in an existing Thriving Landscape or consider creating a new one?2. Do any of the Thriving Landscapes exist in countries of strategic importance to the Market Partner (as either producer or consumer countries)?3. Are any of RA's 16 focus producer markets crucial for the Market Partner for any reason?4. Has the Market Partner made any direct foreign investments (PP&E) in any of RA's 16 focus producer markets?

Account: ABC CorporationObjective: Address and Resolve Challenges Effectively to Ensure a Smooth Partnership Experience1. Prompt Escalation Process:• Establish a clear and well-defined escalation process for any challenges or issues that arise during the partnership.• Ensure that ABC Enterprises knows the appropriate channels to escalate and receive timely attention.2. Active Listening and Understanding:• When an issue is raised, assign a dedicated account manager to actively listen and understand the details of the problem.• Conduct thorough discussions with ABC Corporation's representatives to gain insights into the root cause and impact.3. Cross-Functional Collaboration:• Form a cross-functional task force that includes technical experts, support staff, and representatives from both Rainforest Alliance and ABC Corporation.• Collaboratively assess the issue from various perspectives to develop a comprehensive solution.4. Rapid Response and Transparency:• Provide an immediate response acknowledging the issue and outlining the steps being taken to address it.• Maintain transparency by regularly updating ABC Corporation on the progress and expected resolution timeline.5. Problem Analysis and Root Cause Identification:• Conduct a detailed analysis to identify the root cause of the issue.• Use data and evidence to determine the underlying factors contributing to the problem.6. Tailored Solution Design:• Develop a customized solution plan that directly addresses the specific issue faced by ABC Corporation.• Ensure that the proposed solution aligns with their business processes and needs.7. Contingency Planning:• Anticipate potential roadblocks and challenges that may arise during the issue resolution process.• Develop contingency plans to mitigate risks and ensure a smooth transition once the issue is resolved.8. Regular Communication and Updates:• Maintain consistent communication with ABC Corporation, providing updates on the progress of the issue resolution.• Address any concerns, questions, or additional information that may arise during the process.9. User Training and Support:• If the issue pertains to solution usage or adoption, offer additional training and support to ABC Corporation's users.• Ensure that they have the necessary resources and knowledge to effectively utilize Rainforest Alliance's solutions.10. Post-Issue Review and Preventive Measures:• Once the issue is resolved, conduct a post-issue review to analyze the lessons learned and preventive measures to avoid similar problems in the future.• Implement any necessary changes to processes, procedures, or configurations to prevent recurrence.11. Customer Feedback Loop:• Encourage ABC Corporation to provide feedback on the issue resolution process and their overall experience.• Use their insights to continuously improve Rainforest Alliance's support and problem-solving capabilities.

Promptly address any challenges or issues that arise during the partnership. Provide effective solutions and ensure that the customer's needs are met.

Account: ABC CorporationObjective: Establish a Robust Feedback Mechanism for Continuous Improvement and Enhanced Partnership Experience1. Feedback Collection Channels:• Implement multiple channels for collecting feedback from ABC Corporation, including surveys, regular check-ins, and dedicated communication channels.2. Feedback Alignment with KPIs:• Align feedback collection with key performance indicators (KPIs) and partnership objectives.• Ensure that collected feedback directly contributes to enhancing the value delivered by Rainforest Alliance's solutions.3. Dedicated Feedback Team:• Assign a dedicated team responsible for managing the feedback loop and analyzing collected data.• This team will be tasked with identifying trends, patterns, and actionable insights from the feedback.4. Regular Feedback Review:• Conduct regular reviews of collected feedback, analyzing both positive and constructive comments.• Use these insights to identify areas of improvement and formulate action plans.5. Actionable Improvement Plans:• Develop actionable improvement plans based on the feedback received.• Prioritize enhancements, optimizations, and initiatives that align with ABC Corporation's needs and concerns.6. Transparent Communication:• Communicate the feedback loop process and outcomes to ABC Corporation.• Provide updates on how feedback is being addressed and share progress on implemented improvements.7. Closed-Loop Resolution:• Ensure a closed-loop resolution by directly addressing the concerns raised in the feedback.• Communicate back to ABC Corporation the steps taken to resolve issues and implement changes.8. Continuous Iteration:• Continuously iterate and refine the feedback loop process based on the effectiveness of implemented improvements.• Seek feedback on the feedback process itself to ensure it remains relevant and valuable.9. Feedback Integration in Quarterly Reviews:• Integrate feedback insights and progress updates into quarterly business reviews (QBRs).• Showcase how feedback has influenced positive changes and contributed to the partnership's success.10. Recognition and Acknowledgment:• Acknowledge and recognize ABC Corporation's valuable input and contributions to the feedback loop.• Highlight instances where their feedback has directly influenced enhancements and improvements.11. Feedback-Driven Innovation:• Leverage collected feedback to drive innovation and develop new features or solutions.• Engage in collaborative ideation with ABC Corporation based on their feedback and evolving needs.12. Ongoing Education and Awareness:• Educate both Rainforest Alliance and ABC Corporation's teams about the importance of the feedback loop.• Foster a culture of proactive feedback sharing and continuous improvement.

Solicit feedback from the key account to continuously improve your services, strengthen the relationship, and enhance the overall customer experience.

Collaborate closely with internal teams, such as product development, customer support, and marketing, to ensure seamless execution of the account plan and timely resolution of issues.

Account: ABC EnterprisesObjective: Enhance Partnership Value and Drive Innovation Through Collaborative Efforts1. Quarterly Strategic Alignment Meetings:• Schedule quarterly meetings with key stakeholders from different departments within ABC Enterprises, including IT, finance, operations, and marketing.• Discuss upcoming initiatives, challenges, and how Rainforest Alliance's solutions can support each department's goals.2. Joint Solution Design Workshops:• Organize collaborative workshops that bring together Rainforest Alliance's product experts and ABC Enterprises' technical teams.• Discuss solution customization, integration possibilities, and ensure alignment with ABC Enterprises' specific requirements.3. Data Integration Task Force:• Establish a task force comprising data analysts and technical experts from both Rainforest Alliance and ABC Enterprises.• Work together to ensure seamless integration of Rainforest Alliance's solutions with ABC Enterprises' existing systems and data architecture.4. Customer Success Advisory Board:• Create a customer success advisory board with representatives from ABC Enterprises' various departments.• Meet periodically to gather feedback, share insights, and collaboratively address any challenges or opportunities.5. Marketing and Thought Leadership Collaboration:• Partner with ABC Enterprises' marketing team to co-create thought leadership content, webinars, and industry insights.• Showcase joint success stories that highlight the collaboration between Rainforest Alliance and ABC Enterprises.6. Innovation Workgroups:• Form cross-functional innovation workgroups that include employees from both organizations.• Brainstorm and explore innovative ideas, prototypes, and solutions that can drive mutual business growth.7. Solution Optimization Task Team:• Establish a task team responsible for continuously monitoring and optimizing the performance of Rainforest Alliance's solutions within ABC Enterprises.• Collaborate to identify areas for improvement, efficiency enhancements, and user experience refinements.8. Joint Training and Knowledge Sharing:• Organize training sessions and knowledge-sharing events where Rainforest Alliance experts educate ABC Enterprises' teams on new features and best practices.• Encourage open dialogue and interaction to foster mutual learning.9. Solution Expansion Roundtables:• Host roundtable discussions with representatives from different departments to explore opportunities for expanding Rainforest Alliance's solutions.• Identify how additional functionalities or modules can address specific departmental needs.10. Feedback and Improvement Mechanism:• Establish a structured feedback mechanism to capture suggestions, challenges, and improvement ideas from both sides.• Regularly review and prioritize feedback for implementation to enhance the partnership experience.

THE STORY

1. Does the sustainability narrative envisioned by the Market Partner align with RA's 2030 Enterprise Strategy?2. Has the Market Partner demonstrated a track record of establishing and attaining measurable sustainability objectives?3. Does the Market Partner actively communicate its sustainability targets and accomplishments to consumers?4. To what extent does regenerative agriculture feature in the Market Partner's sustainability goals?

Demand Network Effect:

⁃ Is data pivotal for boosting consumer demand? ⁃ If so, does RA possess data that could significantly enhance demand or differentiate the market partner from competitors? ⁃ Could RA's data facilitate a collaborative model among competitors within the same sector? ⁃ Does the market partner have a history of collaborating with competitors?

Account: ABC CorporationObjective: Monitor, Measure, and Communicate the Impact of Rainforest Alliance's Solutions on ABC Corporation's Business Outcomes1. Key Performance Indicators (KPIs) Alignment:• Collaboratively define a set of KPIs that directly align with ABC Corporation's business goals and objectives.• Ensure that these KPIs accurately reflect the impact of Rainforest Alliance's solutions on their operations.2. Data Collection and Integration:• Implement a robust data collection and integration process to gather relevant performance data from various sources.• Ensure data accuracy, consistency, and integrity for meaningful reporting.3. Performance Dashboards:• Develop customized performance dashboards that provide real-time visibility into the agreed-upon KPIs.• Design intuitive visuals and graphs that showcase trends, achievements, and areas of improvement.4. Regular Reporting Schedule:• Establish a regular reporting schedule, such as monthly or quarterly, to provide updates on performance metrics.• Communicate the reporting schedule to ABC Corporation and ensure timely delivery of reports.5. Executive-Level Reporting:• Prepare executive-level reports that highlight the high-level impact of Rainforest Alliance's solutions on ABC Corporation's business outcomes.• Summarize key insights, trends, and accomplishments for C-level stakeholders.6. Detailed Analysis Reports:• Provide detailed analysis reports that delve deeper into specific KPIs, trends, and performance drivers.• Offer insights into the factors influencing performance and suggest actionable recommendations.7. Benchmarking and Goal Setting:• Compare ABC Corporation's performance metrics to industry benchmarks and best practices.• Collaborate to set realistic improvement goals and targets based on benchmarking data.8. ROI Calculation and Analysis:• Quantify the return on investment (ROI) generated by Rainforest Alliance's solutions using relevant financial and operational metrics.• Present a comprehensive analysis that demonstrates the financial benefits of the partnership.9. User Adoption and Engagement Metrics:• Track user adoption rates, engagement levels, and utilization patterns of Rainforest Alliance's solutions within ABC Corporation.• Analyze user behavior to identify areas for further training or optimization.10. Issue Resolution and Support Metrics:• Monitor the response time and effectiveness of Rainforest Alliance's support in resolving any reported issues.• Measure customer satisfaction related to issue resolution and support interactions.11. Customer Feedback and Net Promoter Score (NPS):• Collect customer feedback through surveys and calculate the Net Promoter Score (NPS) to gauge overall satisfaction.• Incorporate NPS trends and feedback into performance reports.12. Continuous Improvement Recommendations:• Include a section in the performance reports that outlines actionable recommendations for continuous improvement.• Based on performance insights, suggest strategies to further optimize Rainforest Alliance's solutions and partnership.

Establish clear key performance indicators (KPIs) to measure the success of the key account management strategy. Provide regular reports to the key account and internal stakeholders, highlighting achievements and areas for improvement.

THE RINSE AND REPEAT

1. Could this proposition hold relevance for other Market Partners within the same sector or across different sectors?2. Upon full implementation, would this project possess the scale and influence to drive market transformation, akin to McDonald's eliminating cage confinement for egg-laying chickens from its U.S. and Canadian supply chains?3. Upon full implementation, would this project significantly impact downstream or upstream supply partners, resulting in a 'snowball effect'?

Supply Network Effect:

⁃ Which RA offerings are adopted by the market partner (initial focus: certification)? ⁃ What commodities has the market partner certified? ⁃ What percentage of these commodities hold certification? ⁃ Is there room for additional certifications? ⁃ Are unattested commodities crucial to the market partner's operations? ⁃ Are these commodities available in regions where certified ones are sourced? ⁃ If not, where does the market partner acquire these key commodities? ⁃ Is RA actively engaged in those regions? ⁃ Are there opportunities for certifying previously unattested commodities?

THE RINSE AND REPEAT

See previous pages.

Maintain frequent communication with key account contacts. Schedule regular meetings to review progress, address concerns, and identify new opportunities for collaboration.

Account: ABC Enterprises1. Monthly Business Review (MBR):• Frequency: Monthly• Attendees: Account team, key stakeholders from ABC Enterprises• Purpose: Review ongoing initiatives, progress, and any challenges. Discuss key metrics, performance against KPIs, and alignment with business objectives. Identify opportunities for optimization and expansion.2. Executive-Level Update:• Frequency: Bi-monthly• Attendees: Rainforest Alliance Sales Vice President, C-level executives from ABC Enterprises• Purpose: Provide high-level updates on strategic initiatives, solution impact, and upcoming roadmap. Discuss long-term goals, innovation opportunities, and ways to enhance the partnership.3. Solution Adoption Checkpoint:• Frequency: Quarterly• Attendees: Account team, technical experts from Rainforest Alliance, relevant users from ABC Enterprises• Purpose: Assess the adoption and utilization of Rainforest Alliance's solutions. Review user feedback, address any usability issues, and offer additional training or support if needed. Identify areas for improvement and optimization.4. Value Review and Business Impact Assessment:• Frequency: Semi-annually • Attendees: Account team, financial and operational stakeholders from ABC Enterprises• Purpose: Quantify the value delivered by Rainforest Alliance's solutions. Present data-driven insights on cost savings, efficiency improvements, and ROI. Discuss potential expansion opportunities and their potential impact.5. Solution Enhancement Workshop:• Frequency: Annually• Attendees: Account team, technical and product experts from Rainforest Alliance, key stakeholders from ABC Enterprises• Purpose: Collaboratively explore enhancements, upgrades, or new features that can further align Rainforest Alliance's solutions with ABC Enterprises' evolving needs. Develop a roadmap for solution evolution.6. Customer Satisfaction Survey and Feedback Collection:• Frequency: Bi-annually• Attendees: Account team, users from ABC Enterprises• Purpose: Collect feedback on the partnership experience, solution satisfaction, and areas for improvement. Use the insights to continuously enhance the partnership and service quality.7. Quarterly Business Planning:• Frequency: Quarterly• Attendees: Account team, strategic planners from Rainforest Alliance, business leaders from ABC Enterprises• Purpose: Align on upcoming business objectives, initiatives, and technology needs. Discuss strategies to leverage Rainforest Alliance's solutions to achieve ABC Enterprises' quarterly goals.8. Knowledge Sharing Webinars:• Frequency: As needed• Attendees: Account team, subject matter experts from Rainforest Alliance, relevant users from ABC Enterprises• Purpose: Host webinars to share best practices, industry insights, and new features related to Rainforest Alliance's solutions. Foster continuous learning and value realization.9. User Group Participation:• Frequency: As available• Attendees: Account team, users from ABC Enterprises, Rainforest Alliance product experts• Purpose: Participate in Rainforest Alliance user groups or industry events where ABC Enterprises representatives can network, share experiences, and learn from peers and experts.

1 Would a public-private partnership enhace the impact of this engagement?2. Does RA have an existing relationship with a relevant and interested institution?

THE PUBLIC-PRIVATE PARTNERSHIP

Proactively manage contract renewals and negotiate mutually beneficial terms. Focus on nurturing the long-term relationship to foster growth and drive customer loyalty.

Account: ABC EnterprisesObjective: Ensure Seamless Renewals and Foster Long-Term Partnership Expansion1. Proactive Renewal Planning:• Initiate renewal discussions well in advance of the contract expiration date.• Collaborate with ABC Enterprises to review current solutions, assess their impact, and explore potential enhancements.2. Value Review and Business Impact Assessment:• Conduct a comprehensive review of the value delivered by Rainforest Alliance's solutions during the existing contract period.• Quantify the ROI, cost savings, and efficiency improvements achieved, highlighting the tangible benefits.3. Tailored Solution Roadmap:• Work closely with ABC Enterprises to develop a customized solution roadmap for the upcoming contract period.• Identify areas for solution expansion, new features, and modules that align with their evolving needs.4. Strategic Renewal Negotiations:• Engage in strategic negotiations with ABC Enterprises, discussing pricing, terms, and additional value-adds.• Showcase the long-term benefits of renewing the partnership and the potential impact on their business.5. Multi-Year Agreements and Incentives:• Propose multi-year agreements that offer cost savings and stability for both parties.• Provide incentives such as discounted pricing or exclusive features for committing to a longer-term partnership.6. Post-Renewal Business Planning:• Once the renewal is secured, collaborate with ABC Enterprises to outline a post-renewal business plan.• Discuss joint initiatives, expansion opportunities, and strategies to achieve long-term growth.7. Performance Metrics and Reporting Continuation:• Ensure that the performance metrics and reporting framework established during the initial contract period continue.• Provide regular updates on the ongoing value delivered and alignment with business objectives.8. Quarterly Business Reviews (QBRs):• Maintain the practice of quarterly business reviews to assess progress, achievements, and challenges.• Use QBRs as a platform to discuss long-term growth strategies and collaborative projects.9. Continuous Innovation and Solution Evolution:• Keep ABC Enterprises informed about Rainforest Alliance's ongoing innovation and solution enhancements. • Discuss how new features and functionalities can be leveraged to support their long-term growth plans.10. Expansion and Cross-Selling Opportunities:• Identify opportunities for solution expansion and cross-selling additional Rainforest Alliance products and services.• Explore how Rainforest Alliance's broader portfolio can address new business needs and drive further growth.11. Customer Success Advisory Board Participation:• Encourage ABC Enterprises' participation in Rainforest Alliance's customer success advisory board.• Use this platform to gather insights, share best practices, and jointly influence Rainforest Alliance's future roadmap.12. Proactive Support and Assistance:• Continue providing proactive support, assistance, and training to ensure ABC Enterprises maximizes the value of Rainforest Alliance's solutions.• Address any challenges or concerns promptly to maintain a positive partnership experience.

Next page

genially options