Strategic Planning & Analysis Flashcards
7 cards from real CAM practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Strategic Planning & Analysis flashcards as text
Which strategic analysis tool maps an industry's competitive dynamics by examining rivalry, supplier power, buyer power, substitutes, and new entrants?
Answer: Porter's Five Forces
Porter's Five Forces provides a structured framework for analyzing the competitive intensity and attractiveness of an industry.
When a strategic account plan includes a 'value realization roadmap,' its purpose is to:
Answer: Show the client how and when they will receive measurable business outcomes
A value realization roadmap maps specific milestones to tangible business outcomes, demonstrating ROI to the client over time.
In the context of strategic planning, 'environmental scanning' refers to:
Answer: Systematically gathering and analyzing external information affecting future strategy
Environmental scanning involves monitoring macro-environmental factors (economic, political, technological, social) to anticipate trends that will impact strategy.
A CAM identifies that a client's IT department has budget for a new software platform but procurement hasn't been initiated. In strategic terms, this represents a:
Answer: Latent or unconverted opportunity requiring proactive engagement
An identified but unconverted budget opportunity is a latent opportunity that requires proactive account strategy to develop into a sale.
Which element of a strategic account plan defines what your company uniquely offers to a specific customer compared to any alternative?
Answer: Customer-specific value proposition
A customer-specific value proposition articulates the unique benefits your solution delivers to that particular client better than any alternative.
A PESTLE analysis used in strategic account planning examines which set of external factors?
Answer: Political, Economic, Social, Technological, Legal, Environmental
PESTLE stands for Political, Economic, Social, Technological, Legal, and Environmental factors that affect the external business environment.
When a CAM reviews an account's strategic plan and finds that the agreed KPIs have not been tracked for two quarters, the BEST corrective action is to:
Answer: Reestablish measurement processes and schedule an executive business review to address the gap
Reinstating measurement discipline and holding an executive business review restores accountability and demonstrates the CAM's commitment to the partnership.