Plan-to-Commitment

A run starts when both sides sit down to agree what the relationship is for over the coming year. The processes here set the targets each side is working to, name the accounts or segments to go after together, agree what each side will put in by way of people, money and time, write it where both sides can read it, and review it on a cadence with the numbers in front of them. The review is what makes this a stream rather than a meeting: a joint plan nobody looks at again is a document, and the partnerships that grow are the ones where somebody keeps score.