As is often the case with blog posts, I scan the AR profession and SageCircle’s client work to determine “What’s hot” – i.e. the common theme running though our engagements and inquiries. This time the issue is the AR Strategic & Tactical Plan. We encounter planning issues when starting an AR Diagnostic; it often comes up in an inquiry or when planning training by saying “Let me see your AR plan”; and clients reviewing our research will exclaim, “This should be incorporated into my AR plan.” It is significant that we are seeing Strategic & Tactical planning take precedence in practitioners’ minds.
This emphasis is not surprising since AR is an activity-intensive function with scheduled and unscheduled events spread throughout the year. The slowing economies in many countries heighten this emphasis by placing pressure on AR programs to prove their value. As AR programs take up this challenge and pursue strategic goals such as “Arming Sales to Close Business”, their need for tighter planning increases. Unfortunately, in performing AR Diagnostics with clients or prospects, we often find that clients answer “No” to the majority of questions in the AR Planning section while answering “Some” or “Yes” on other sections such as “Responding Rapidly to Critical Analyst Opinion.” This is putting the cart before the horse. For example, we know that AR programs will find it more difficult to develop an effective measurement program to […]
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