Relationship Review Rubric for Account Managers
Self-assess account coverage and risk.
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Score my account relationships. Accounts (name, revenue, contacts, last contact, notes): [ACCOUNT_LIST]. My role: [MY_ROLE]. Our portfolio goals: [PORTFOLIO_GOALS]. For each account give a score from 1 to 5, with evidence quoted from my notes, on: relationship breadth (number of engaged stakeholders); depth (executive access); recency and cadence of contact; understanding of their goals; evidence of delivered value; risk signals; growth potential; responsiveness to issues. Define what 1, 3, and 5 mean for breadth and for risk signals before you score. Output format: 1. A table: Account | Revenue | Total score (out of 40) | Weakest area | Action | Due date. 2. The five accounts most at risk (low score and high revenue), each with a three-step plan. 3. Accounts with high potential and low coverage. 4. Accounts I am over-serving relative to their value. 5. A weekly time allocation by tier, in hours. 6. A 15-minute weekly pipeline review template and a monthly portfolio summary for my manager. Make no claim my notes do not support; label gaps as unknown and say what data to collect.
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