Rescue an Overpersonalized Program
Restructure an ABM program that is overspending custom effort on too many accounts.
The team is drowning in custom asset requests because too many accounts are treated as if they deserve one-to-one support. Re-establish tier rules, define what each tier receives, and require evidence for exceptions. The common trap is calling every custom request “customer-centric,” which hides the fact that some requests destroy capacity without improving win probability. Before Twenty-three active custom requests, unclear approval rules, and strategic accounts waiting in the same queue as speculative pursuits. After A tiered operating model where true strategic accounts receive deep custom support and mid-tier accounts use modular assets plus signal-based escalation. Step 1 List every…
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