For some of our most strategic accounts over the years, we always took the time to develop a very robust and detailed account plan. One of the fun features of these account plans was the “wine glass” analysis. It was a great way to understand the level of relationship we had with certain critical stakeholders in the account.
If we placed a wine glass next to their name on the org chart, we could see at a glance the depth of the relationship. The wine glass, of course, meant that this is a person that would join us for a dinner or cocktails and with whom we have developed a personal relationship.
