# CRAFT Account Plan Template

**Account:** ______________________  **Owner:** ______________________  **Last reviewed:** __________

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## 1. Account snapshot (Conduct Research)

- Industry, size, and region:
- Current vendors and incumbents:
- Known initiatives, mandates, or budget cycles:
- Recent leadership changes or news (last 90 days):
- FLOW Filter result: [ ] Pass  [ ] Hold  [ ] Walk away
- Why this account, why now:

## 2. Stakeholder map (Refine: Three Spheres of Influence)

| Name | Title | Sphere (Decide / Shape / Block) | Role (Economic buyer, Guardian, Advocate, etc.) | Current relationship | Next touch |
|------|-------|----------------------------------|--------------------------------------------------|----------------------|------------|
|      |       |                                  |                                                  |                      |            |

## 3. Trust and air cover (Activate)

- Partners or alumni with access to the buyer:
- Third-party proof (analyst, peer reference, case study):
- Introductions in progress (who, to whom, by when):

## 4. Hypothesis of Value (Find the Value)

- **Hypothesis:** We believe ______________________ because ______________________.
- **How we will test it in discovery:**
- **Confirmed in the buyer's words?** [ ] Yes  [ ] No: next hypothesis: ______________

## 5. Fears, blockers, and saboteurs (Tailor the Close)

| Fear or blocker | Who holds it | De-risking step | Owner | Due date |
|-----------------|--------------|-----------------|-------|----------|
|                 |              |                 |       |          |

## 6. Close plan

- Economic buyer signature authority:
- Procurement and legal path:
- Mutual action plan (dates and owners on both sides):
  1.
  2.
  3.
- Target signature date:
- Risk if we slip, and the fallback:

## 7. Expansion (account managers)

- Current wallet share and whitespace:
- Next expansion opportunity, with owner and date:
- Executive sponsor check-in cadence: