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• Identifying Secondary Facilities For Each Target Prospect & Customer.

• Identifying Key Contacts At Secondary Location.

• Transferring Location & Contact Information Into An Account Map.

• Contacting Secondary Location Prior To Making A Call To The Key Decision Maker At The Headquarter Location To:

1. Quality the Account.

2. Uncover Needs & Pain Points.

3. Test Potential Solution.

4. Verify Key Decision Maker.

5. Determine Budget.

6. Identify Decision Making Process.

  Steps for Mapping Accounts :

You want to map your Asset accounts and your Liabilities accounts for Budgets and Forecasting.For this feature to work properly, you must have a Provisions account set up in your core system.

Account mapping to Uncover Potential Opportunities

Imagine if you were given the task of creating a map for a country. The map must contain physical details such as mountains and rivers, points of interest including historical sites, and travel aids such as hotels and roads. Time and resources are limited. You have nothing with which to start other than the earth in front of you and a notepad. Now you need to collect the information. What do you do? One option is that you can research, visit/observe, and report your experiences on each of the areas. Alternatively, you can ask different people living in the country and gather the information from them. Unless time and resources are unlimited, in almost all cases it is better to collect the information from the inhabitants of the country.
 

Account mapping takes the same approach. The time spent gaining information through asking questions with people working is a company is well spent. The more you can tap into the company knowledge of the people within a company, the better chance that you will create a useful picture of the needs, desires, and issues for the targeted company. As an added benefit, you may create some good relationships along the way which may help you when you uncover an opportunity for which you have a solution!
 

Account mapping is the process of information gathering at a company. The company could be either a current customer or a prospect. Just like our experience of creating a map for a country, creating a customer map can be difficult but ultimately worth the time investment. It is a process which requires:

1. Finding the appropriate people to interview
2. Asking the right questions
3. Compiling the different pieces of information into an understandable, useable plan.
Each of these three steps is critical for the ultimate success of creating an account map.
Time – The final frontier
Planning – While the activity of account planning is a good one, there is an issue of time. Time is the most valuable resource for developing customers. Therefore, try to limit the time spent on account plans to a day or two early in the year and only a weekly meeting to update the plan and to tactically carry out the actions of the plan. Use your valuable time with the customer and collecting more and for the the weekly meetings.

 Many of our clients face difficulties in ramping up their accounts beyond the initial deal. It might be due to several reasons which include lack of trust by customers in clients understanding of their pain-points, our clients inability to understand the business issues of the customer and how technology can further them, our clients inability to understand the business and technology value chain of the customer, etc. This needs an in depth understanding of the customers business, its environment, its technology requirements and where our clients can pitch in with business solutions.

Our Account mapping offering provides this facility to our customers. It is akin to our Sales Intelligence offering, but focused specifically on growing an account so, the Organization is explored in depth in this case. It acts as a polestar to our clients to guide their account management efforts.

We also would be sharing our proprietary framework to our clients which they can use for their other accounts as well for Account mapping.

The State of Connecticut will use an Account mapping process within the Core-CT PeopleSoft HRMS system to map certain earnings, deductions, and taxes to expenditure accounts as defined by the requirements gathering of the Core-CT Financials team. Due to the fixed criteria defined by the State of Connecticut for distributing its payroll expenditures, the Account mapping process will allow for a standard and less complex payroll distribution process that will be easily understandable and maintainable now and in future years.

Funding sources for all payroll expenditures will be made up of chart field combinations, which will then be stored in the Core-CT HRMS system as account codes. One component of the account code is the Account chart field. Core-CT HRMS has been configured to have each position tied to at least one account code, which will be used to fund any payroll expenditures associated with that position. Every account code that will be used in the HRMS system will have a default value defined for the Account chart field. This configuration of the account codes will ultimately reduce the burden Agencies will have to bear when choosing the proper funding source for each position, as it can be assumed that the Core-CT HRMS system will always map the correct account to the assigned account code based on the Account Mapping rules that will be discussed in this document.

This document will detail the Account mapping process for earnings, deductions, and taxes. As accounts are added or deleted from the overall account structure, updates will need to be made to the configuration to properly reflect the State of Connecticut’s business needs for payroll expenditure distribution.

  Deductions:
 

Fringe benefits provided by the State of Connecticut will be distributed to the same account code / funding source as an employee’s earnings unless otherwise overridden in the payroll process. As a way to differentiate each class of deduction from other deductions and from earning payments, the Account Mapping functionality will again be utilized. See Appendix 3 for a complete listing of deduction codes that map to a specific account

• Group Life Insurance – Account 50410
• Medical / Dental Insurance – Account 50420
• Unemployment Compensation – Account 50430
• Retirement – Account 50470
    o SERS – Account 50471
    o ARP – Account 50472
    o Teacher’s Retirement System – Account 50473
    o Judges & Comp Commissioners – Account 50474
    o Other Statutory – Account 50475
• Employee Death Benefits – Account 50500
• Buy Back Option – Account 50510

  Taxes:
 

Taxes will follow the same process of mapping an account to the account code / funding source as the earnings and deduction mapping. Only employer paid taxes will be included in the distribution of funds.

      • Social Security – Account 50440
           o FICA / OASDI (ER) – Account 50441
           o FICA / MED (ER) – Account 50442