SKILL.md
Account-Based Blueprint Skill
When to Use
- Kicking off strategic pursuits with multi-plant or multi-division manufacturers.
- Aligning sales, engineering, partners, and exec sponsors on account context.
- Preparing executive reviews or investment asks tied to major deals.
Framework
- Account Overview – footprint, business units, strategic initiatives, installed base.
- Buying Centers & Stakeholders – org chart covering operations, engineering, IT/OT, finance, procurement.
- Current State & Pain Map – KPIs, constraints, compliance mandates, modernization priorities.
- Solution & Value Narrative – target workloads, reference architecture, ROI metrics, competitive positioning.
- Pursuit Plan – milestones, resource needs, partner involvement, escalation points.
Templates
- Executive dossier (one-pager + slide) summarizing account insights.
- Stakeholder matrix with influence, priorities, relationships.
- Pursuit tracker with stages, owners, decision gates, and notes.
Tips
- Refresh after every executive meeting or site visit.
- Attach site photos, process maps, or plant diagrams to improve context.
- Pair with
qualify-industrial-opportunityandrun-deal-health-reviewoutputs.