At your Top Account, pick your Top 3 CUSTOMERS, and run Services Landscape and Generating Opportunity meetings over the next month (how-to-run 1-pagers linked below).
DOWNLOAD Customer Journey Guide 2025.docx and document your findings on the associated pages. Fill out the following pages (leveraging your customer meetings, CRM, peer AMs, and Co-Pilot) for that account and bring a PRINTED COPY OF YOUR GUIDE TO TRAINING.

Industry Focus (Page 3)
Account Focus (Page 4-5)
Line of Business (Page 6)
Service Landscape (Page 7)
- Services Landscape Meeting - Helpful 1 Pager
- Services Landscape Slides - Meeting Prep. Resource
Generating Opportunity (Page 11)
- Generating Opp. Meeting - Helpful 1 Pager

Set TOP 20 Meetings
- If there was one thing we learned from the AMs that came to STS this summer, it’s that they were anxious to get back in front of their best customers. With that in mind, please set a minimum of 8 Top 20 meetings for the week after you come to STS (10.13 – 10.17). We promise you will have plenty to discuss!
Targeted Intro: For your Top Account, please use your industry and account focus pages to prepare your Targeted Intro.
- Use the example in the screenshot, provided below!

Consultant Engagement
- Engage your consultants working at your Top Account.
- You probably know their skillset, but dig in to understand WHAT they are working on and WHY. (Instead of saying you “placed java developers at XYZ client”, we want you shifting to, “Our consultants are building a mobile app contributing to XYZ company’s priority in this LOB…”)