Complete the identity fields first.
Use one row per legal entity and offering. Record the company name, country and registration when available. A brand name alone is not an exact match to a contract or CRM record.
Bring a better working
document to the review.
Keep corporate relationships, your commercial knowledge and the next question together. Start with the example, replace it with your own account, and record what remains unknown.
TAKE THE WORK WITH YOU
Ready for your next account review.
Editable files, with no form to complete. Each template includes clearly labelled fictional examples and a blank starting row or section.
How to use these templates ↗Account expansion worksheet
Entities, contract coverage, fit, target role and next action.
Download CSV ↓Coverage evaluation checklistExpected versus returned records, source dates and unresolved gaps.
Download CSV ↓Customer introduction templateAsk your sponsor to confirm responsibility before requesting an introduction.
Download text file ↓Separate evidence from judgement.
Record the relationship source and date independently from your coverage assessment. Use “Unknown” when an agreement, contact responsibility or operational need has not been checked.
Give each candidate a question and an owner.
“Follow up” is too vague. Write the decision you need to make and the information that would change it. Add an owner and a review date in your working file.
Use the introduction draft thoughtfully.
Replace the bracketed fields and remove assumptions you cannot support. Ask the existing customer to confirm the role and whether an introduction is appropriate. Downloading a template does not send an email.
WORKED EXAMPLE · FICTIONALFive related businesses.
Five related businesses.
One candidate to investigate.
Assume you sell industrial software in Europe and already serve Meridian UK. These commercial facts are supplied for the exercise; they are not inferred from the corporate tree.
| Entity | Offering | What we know | Decision | Next action |
|---|---|---|---|---|
| Meridian UK | Industrial software | Confirmed customer | Retain | Ask the account sponsor about group procurement. |
| Meridian Germany | Industrial software | Contract coverage unknown | Investigate | Confirm whether the UK agreement covers this entity. |
| Meridian France | Industrial software | Covered by group agreement in this example | Already covered | Check adoption with the owner; do not count it as a new logo. |
| Meridian Americas | Industrial software | Outside our European territory | Exclude | Record the territory reason, not a lack of need. |
| Meridian Holdings BV | Industrial software | Holding entity; operational fit unconfirmed | Exclude from operating shortlist | Keep the ownership link for context. |
The German entity is a research candidate, not a qualified opportunity. The French entity demonstrates a false gap caused by a parent-level agreement.