The schema
The set of rules that turns a generic chatbot into a disciplined maintainer of your account plan. For a KAM, the schema is your sales methodology.
A model left to itself will summarise. A model with a schema will maintain. The schema is the third layer of the living account plan: the plain-language instruction file that says what pages the plan contains, what goes on each, what counts as evidence, how to handle a contradiction between two sources, and what to flag to a human rather than decide. It is what turns a generic chatbot into a disciplined maintainer.
For a key account manager the schema is your sales methodology, written down as rules a machine can follow. That is the uncomfortable part. Most methodologies live in a slide deck and a set of habits, and writing them as executable instructions exposes every place they were vague. It is also the moat, because the pattern itself is public and any competitor can run it; the schema, sixteen years of tested method encoded from day one, is what they do not have.
Set out in full in: Creating Customer Value Propositions with AI (Kogan Page, 2027), chapter 9.
Related terms
The living account plan
Something closer to a brain than a binder: an account plan an AI maintains from raw sources, against your methodology, so it is current when you open it.
System prompt
The standing instructions a model runs on before any user speaks: its role, rules, tone and knowledge base. In the method's tools, the schema is the system prompt.
The LLM wiki
Karpathy's pattern: the AI keeps a set of interlinked pages current as sources arrive, so knowledge is compiled once and maintained, not rebuilt on every question.
See the method run on one real account in three days: the One Page Proposition.