Strategic Accounts

Packaging Distributors of America

Experience the Difference

What is a PDA Strategic Account?

Size must be > $250K
Number of locations must be >3 There must be some existing relationship with the Customer but there may not be equity with the Customer

Is aligned with both Member needs and the PDA Value Proposition:
PDA is uniquely positioned to help any customer achieve cost savings best practices and standardization of packaging products, equipment and processes, across all of their facilities. We bring the strength of a large, national organization and the local touch from Members who have local knowledge and are invested in the communities served.

Meets common customer requirements of: Single point of contact Consolidated ordering

Consolidated billing

Strategic Account Process

Qualify Opportunity Respond to Qualification Questions Determine if PDA Strategic Account Perform Equity Survey Identify Participating Members Hold Qualification Meeting Establish and Communicate Project Plan

Propose Solution Determine if RFI, RFQ or unsolicited proposal Hold Solution Planning Session
Relationships Positioning Strategy Establish Deal Parameters Align to PDA Value Prop Review Competition Develop Win Themes

Oppty Assessment or Proposal Recommend Opportunity Assessment OR Respond to Bid Perform Assessment Incorporate Assessment Findings into Proposal Present Proposal Internally for Approval Prepare Final Presentation For Customer

Close Opportunity Present to Customer Determine Next Steps With Customer Close the Deal Establish Project Plan If Required Conduct PostOpportunity Review Incorporate Learning and Best Practices Into Process

Member Initiated

PDA Initiated

Supplier Initiated

Develop Proposal

Roles / Responsibilities

Opportunity Initiator

Opportunity Owner

PDA Strategic Account Coordinator

Leads the overall process for PDA Ensure leads are qualified at a high level Facilitates joint meetings including Governance Board Ensures process works effectively and makes changes or enhancements as necessary Reports regular status to PDA

PDA Champion

PDA Supplier Single Point of Contact

Named by the PDA Supplier as the go to person for Strategic Account opportunity Commits to actively support the effort regardless of individual issues Raises issues as necessary Participates in the opportunity as necessary

PDA Strategic Accounts Committee

Acts as the Governance Board for resolving conflicts Makes decisions as required for the good of the Strategic Accounts Process and Members Facilitates conversations with Members or Suppliers if necessary

Brings possible Strategic Account opportunity to PDA May/may not be the Opportunity Owner or Lead Could be a PDA Member, PDA Supplier or lead generated via the PDA website Has some relationship with the prospective Customer

Owns the relationship with the Customer Responsible for the PDA response to the Customer Responsible to close the deal Works with the PDA Coordinator to complete the Strategic Accounts process

Named by the PDA Member as the go to person for a Strategic Account opportunity Commits to actively support the effort regardless of individual issues Raises issues as necessary Participates in the opportunity as necessary

Management System - Governance

Key Meetings
Qualification Meeting Solution Planning Session Governance Board as needed Status Meetings Post Opportunity Review Meeting

Handling Conflicts and Decision-making

Determined by Governance Board

Reporting
Regular Status including: Help needed Issue resolution Dependencies Post-mortem Lessons Learned Why did we win/lose What can we do differently

Equity Survey

Opportunity Qualification Questions

Opportunity Qualification Meeting

Solution Planning Session Agenda

Post Opportunity Review Agenda

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