1. © 2013 TM Forum | 1 V2013.3 Gold Sheets The strategic means for planning

2. © 2013 TM Forum | 2 V2013.3 Basic Premise It’s not about what we are doing – it’s about building Long-term mutually beneficial relationships by understanding how we can provide and add value To our members’ businesses Source:

3. © 2013 TM Forum | 3 V2013.3 Large Account Management Planning Data Gathering Account Summary Customer’s view Annual ReportAnnual Report ArticlesArticles WebsiteWebsite Annual ReportAnnual Report ArticlesArticles WebsiteWebsite Experience with Account Field of Play Strategic PlayersStrategic Players Field of Play’s trendsField of Play’s trends Field of Play’s opportunitiesField of Play’s opportunities Our Strategic StrengthsOur Strategic Strengths Our Critical VulnerabilityOur Critical Vulnerability Strategic PlayersStrategic Players Field of Play’s trendsField of Play’s trends Field of Play’s opportunitiesField of Play’s opportunities Our Strategic StrengthsOur Strategic Strengths Our Critical VulnerabilityOur Critical Vulnerability Strategic Focus Situation Appraisal Buy-Sell Hierarchy- ObjectivesBuy-Sell Hierarchy- Objectives Charter Statement- Focus / Stop InvestmentsCharter Statement- Focus / Stop Investments Goals- Revenue TargetsGoals- Revenue Targets Buy-Sell Hierarchy- ObjectivesBuy-Sell Hierarchy- Objectives Charter Statement- Focus / Stop InvestmentsCharter Statement- Focus / Stop Investments Goals- Revenue TargetsGoals- Revenue Targets Single Sales Objective Strategies Sales and Support Programm es Best Action Plan Information Gathering 90 Day Review Field of Play Strategy Action Plan Internal SupportInternal Support Selling organisat ion teamSelling organisat ion team Internal SupportInternal Support Selling organisat ion teamSelling organisat ion team

4. © 2013 TM Forum | 4 V2013.3 Large Account Management Planning Data Gathering Account Summary Customer’s view Annual ReportAnnual Report ArticlesArticles WebsiteWebsite Annual ReportAnnual Report ArticlesArticles WebsiteWebsite Experience with Account Internal SupportInternal Support Selling organisat ion teamSelling organisat ion team Internal SupportInternal Support Selling organisat ion teamSelling organisat ion team

5. © 2013 TM Forum | 5 V2013.3 Large Account Management Planning Field of Play Strategic Focus Sponsor Anti Sponsor Strategic Coach Key Player

6. © 2013 TM Forum | 6 V2013.3 Large Account Management Planning Strategic PlayersStrategic Players Field of Play’s trendsField of Play’s trends Field of Play’s opportunitiesField of Play’s opportunities Our Strategic StrengthsOur Strategic Strengths Our Critical VulnerabilityOur Critical Vulnerability Strategic PlayersStrategic Players Field of Play’s trendsField of Play’s trends Field of Play’s opportunitiesField of Play’s opportunities Our Strategic StrengthsOur Strategic Strengths Our Critical VulnerabilityOur Critical Vulnerability Situation Appraisal

7. © 2013 TM Forum | 7 V2013.3 Large Account Management Planning Buy-Sell Hierarchy- ObjectivesBuy-Sell Hierarchy- Objectives Charter Statement- Focus / Stop InvestmentsCharter Statement- Focus / Stop Investments Goals- Revenue TargetsGoals- Revenue Targets Buy-Sell Hierarchy- ObjectivesBuy-Sell Hierarchy- Objectives Charter Statement- Focus / Stop InvestmentsCharter Statement- Focus / Stop Investments Goals- Revenue TargetsGoals- Revenue Targets Field of Play Strategy

8. © 2013 TM Forum | 8 V2013.3 Large Account Management Planning Single Sales Objective Strategies Sales and Support Programmes Best Action Plan Information Gathering 90 Day Review Action Plan

9. © 2013 TM Forum | 9 V2013.3 Dumbells and Red Flags? Areas of Perceived differentiation Opportunities used to improve our relationship Critical information missing Uncertainty about information Uncovered weak relationship

10. © 2013 TM Forum | 10 V2013.3 The Gold Sheet

11. © 2013 TM Forum | 11 V2013.3 Gold Sheet Section 1

12. © 2013 TM Forum | 12 V2013.3 Gold Sheet – Section 2

13. © 2013 TM Forum | 13 V2013.3 Goal Sheet – Section 3