Key Account Management And Planning

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3 hours ago Key Account Management Plan Template. According to RAIN Group, the biggest difference between high performing companies and everyone else is an effective account planning tool. A key account plan helps you identify the greatest …

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9 hours ago Key Account Planning & Management require strategic thinking. At least once a year we need to look beyond dollar numbers, relationships, and activities to think about our Key Accounts process. A good deal of frameworks is mentioned in the book “Key Account Management-The definitive guide” by Malcolm McDonald & Diana Woodburn.” A framework

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2 hours ago Key or "strategic" accounts have now become a company's most important asset, in some cases supplying in excess of 80 percent of a firm's revenues. Here, in one powerful volume, key account management expert Noel Capon provides the most comprehensive treatment of key account management and planning yet published.

Brand: Free Press
Author: Noel Capon
Publish Year: 2001

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Expires: April, 2022 / 47 People Used


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8 hours ago A key account plan is your compass. Your north star. It's the map that shows where your client is today, where they want to be tomorrow - and how you're going to get there. Above all, key account planning is the process by which you: learn about your clients’ objectives; decide the actions that help achieve them; uncover potential risks to

Estimated Reading Time: 7 mins
Phone: 07527 680631

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Expires: February, 2022 / 56 People Used


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9 hours ago KEY ACCOUNT PLAN TEMPLATE INSTRUCTIONS: Document a pro-active strategic account plan for each of your key accounts by applying the 4-step account management process. This plan will enable you to strategize, plan and execute by identifying all Fundamentals of Selling concepts to effectively grow this key account with the key decision makers.

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Just Now What Does a Key Account Manager Do? (with picture)

Published: Mar 09, 2018
Estimated Reading Time: 6 mins

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Expires: July, 2022 / 63 People Used


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1 hours ago Account management planning can be used as a proactive strategy in generating more sales from existing customers and keeping your hard-earned clients. Of course, like any strategy, account planning does have its downsides, which may include the following: It is a resource-intensive process.

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Estimated Reading Time: 8 mins
1. Assign dedicated strategic account managers. The first step to a successful program is to assign dedicated account managers who are separate from sales.
2. Develop selection criteria for key accounts. While all customers are valuable, not all customers can be elevated to a key account. Be selective. Strategic accounts are reserved for customers whose partnerships can propel your organization toward its goals.
3. Polish the handoff from sales. An oft-overlooked step in the SAM process is the transition from sales to account management. How well you handle account transitions is an important part of building a trusted relationship with your customers.
4. Create a comprehensive customer profile. Once you have a selection process in place and you have identified and assigned your key accounts, you’ll need to develop in-depth customer portfolios.
5. Conduct a needs assessment. With your portfolio of customer research, the next step is to conduct a needs assessment. Consider: What are the organization’s pain points?
6. Draft a strategic plan and proposal. Based on your needs assessment, drill down to the best strategic opportunities and draft an account plan. This plan is your strategic roadmap for the next 1-3 years.
7. Set a cadence for contacts, meetings, and follow-ups. Once you have a strategic plan in place, set a regular cadence for ongoing communication with your key accounts.
8. Monitor performance. Continually monitor and measure your performance on each account. What progress have you made on your short-term and long-term goals?

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Just Now account planning and management looks like. The authors’ extensive experience working with organiza-tions committed to strategic and key account management excellence forms the basis for this book, and the flow of topics and examples engages readers in …

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1 hours ago At the end of the day, strategic account management should be all about responsiveness, problem-solving, customer satisfaction, and building long-term relationships that lead to additional revenue. If these areas are well maintained, your team will be able to dig deeper into existing key accounts and maximize the revenue potential that’s there.

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6 hours ago Key account management is a strategic approach distinguishable from account management or key account selling. It should be used to ensure the long-term development and retention of strategic customers. Key account management is high profile, but difficult to do well. Key account management is appropriate to several types of relation-

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2 hours ago

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3 hours ago This handbook sets forth U.S. Customs policy for the Account Management program and outlines the standard operating procedures for processing accounts. A key focal point of this handbook is the intersection of the Account Management process with the Trade Risk Management Process. The operating procedures by their very nature embody the risk

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8 hours ago Special chapters are devoted to partnering with key accounts and in-depth information on global key account management, an increasingly important weapon for staying ahead of the competition. Timely, important, and essential, Key Account Management and Planning is the only reference handbook those with key account responsibilities will ever need.

Reviews: 30

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4 hours ago Our Key Account Management program teaches you how to build and implement an account plan. It follows the Key Account Planning Process that maximizes impact with an optimal return on investment. Participants practice this process step by step using the impact Key Account Management simulation/serious game.

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1 hours ago 1. Formalise the process. In a recent study, it was found that only 33% of the organisations have a formal approach to the process of key account management in which they require dedicated people to develop strategic plans for the key account.. However, more than 20% of organisations had a random approach that left the planning to the person and out of which only 7% were successfully able to

Estimated Reading Time: 11 mins

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9 hours ago Here, in one powerful volume, key account manage Key or "strategic" accounts have now become a company's most important asset, in some cases supplying in excess of 80 percent of a firm's revenues. Here, in one powerful volume, key account management expert Noel Capon provides the most comprehensive treatment of key account management and

Rating: 3.5/5
Ratings: 28
Reviews: 2

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3 hours ago Account planning is a creative act. This idea is easy to defend but we need to define the words to defend the idea. So here are the words: Creativity is the act of having ideas, and. Ideas are useful combinations of things that don’t usually belong together. The job of account planning is ideas (more: How to explain an idea - a mega post). If

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4 hours ago Key Account Management Key Account Management . Introduction. It is an immutable business fact that 80 per cent of revenues come from 20 per cent of your customers. It therefore pays to focus on those key customers. Key account management is one of the best ways to ensure repeat purchases, additional purchases and referral to other prospective

Author: Horace
Last modified by: ustyleit
Created Date: 1/1/2008 3:43:00 PM
Title: Key Account Management

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8 hours ago It is a synonym of Key Account Planning. The strategic account management process has always been complex. The complexities exist at all levels – thinking, documenting, presenting, planning, training and reviewing. Therefore, key account managers must clearly know to build strategic account planning with the best practices.

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Just Now Best Practices in Key Account Management JS5990. Page 4. Account Management effectiveness is a combination of clarity of direction (strategy), a robust engine room (people, organisation, processes) and the ability to get anywhere faster (productivity and competencies). Most of the top 5 suppliers in any market do many things well, all

File Size: 561KB
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7 hours ago The Strategic Account Plan is designed to help the account management team effectively prepare and stay focused on the customer’s business objectives and goals to ensure they achieve the planned results, create a consistent experience for the customer, and ultimately identify how they can make a positive impact on the customer’s business.

Author: Ryan Murray
Last modified by: Ed Thompson
Created Date: 03/31/2015 06:13:00
Title: Strategic Account Plan Template

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4 hours ago So here's my easy (in fact insanely easy) effective and quick strategic account plan. 1. Have a conversation with your client. Arrange a 90-minute brainstorming session with your client dedicated to strategic account planning to answer the following 5 questions. It's a great way to stimulate discussion and get the creative juices flowing.

Estimated Reading Time: 8 mins
Phone: 07527 680631

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Just Now Key account management is similar to strategic account management and may also complement the account planning process. Sales leaders and representatives build, maintain, and nurture the business’s most profitable accounts by offering exclusive resources, recurring meetings, and dedicated key account managers (KAMs).

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1 hours ago

Published: Aug 29, 2017
1. Know When to Designate a Client as a Strategic Account. Identify clients who contribute a significant amount of revenue to your company, and ask yourself, “If we lost this account, how much would we worry about filling the revenue gap?”
2. Select Your Strategic Account Manager (SAM) Carefully. Trying to get a farmer to hunt is futile. Some people are cut out for new business development, and others aren’t.
3. Know the Players inside the Strategic Account. Nothing will put a strategic account at greater risk than having only a single point of contact own all of the relationships in the account.
4. Build Dependency. Ideally, you want to become part of the fabric of your strategic account’s organization — in other words, you want them to be dependent on you.
5. Provide Insight to Create Value for the Client’s Business. Here’s where you need to look beyond the obvious and seek new win-win opportunities in your client’s business.
6. Validate the Plan. Strategic account management is an important job that requires rigor and discipline. Think of it as running a business within your business.

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4 hours ago Key Account Management is a strategic decision The broadened scope of superior key account management is reaching far beyond selling products or services to important clients with high sales turnover. It demands a new approach to the key account by including extra aspects of the client – supplier relationship.

File Size: 647KB
Page Count: 5

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1 hours ago Critical Key Account Planning Features. Executives conduct account development planning to set objectives, define business development plans, identify actions, track outcomes, and measure revenue targets for strategic customers and prospects over a specific period.. Here’s what any account planning tool must do: Help the team define the strategic customers and prospects in …

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4 hours ago As we stated previously, key account management is the approach a company or salesperson takes to manage and grow an organization’s most important accounts. The ultimate purpose of KAM is to develop long-term, mutually beneficial relationships with specific businesses in order to meet strategic goals and optimize value in both companies.

Estimated Reading Time: 5 mins

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2 hours ago A strategic account management plan is a good way to establish and fortify a relationship with your business partners, affiliates, or customers. This management plan gives you the benefit to check if you’re providing every partner and customer with the appropriate amount of time.

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3 hours ago Key Account Management and PlanningTM (KAMP) provides pharmaceutical and other medical industry sales professionals with the necessary skills and resources t

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9 hours ago

Published: May 07, 2018
1. Formalize key account management. Over the course of the CSO Insights 2017 Sales Enablement Optimization Study, it was found that only 33.1% of organizations have a formal approach to key account management, where they require their salespeople to develop strategic account plans.
2. Define what key accounts are. To achieve KAM success, it is also necessary to come up with a precise definition of what constitutes a key account. Crucially, all key accounts should have some strategic value.
3. Start small and expand KAM later. When you first start to implement a key account management strategy, you should not be afraid to start small. Remember, it will be easier to classify additional accounts as key accounts in the future than it will be to downgrade accounts that have previously been identified as having strategic value.
4. Understand the full context of key accounts. Of course, key account management requires your organization and your sales reps to go much further than merely identifying key accounts.
5. Don’t push products, sell solutions. Next, it is important that salespeople adopt a shared account strategy, based on mutual benefit. In particular, aimlessly pushing products on key accounts is a poor approach.
6. Meet with key accounts regularly. The word ‘management’ in key account management is paramount, and managing accounts requires regular contact. Try to meet with your accounts regularly, or at least speak to decision-makers on the phone.
7. Define sales manager roles properly. As mentioned in the CSO Insights 2017 Sales Manager Enablement Report, most sales organizations have multiple different sales manager roles, but few of these organizations define their functions correctly.
8. Ensure account coaching is provided. Finally, the right long-term strategic account management requires your salespeople to receive specialist account coaching as part of the broader sales coaching that is provided.

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3 hours ago

Estimated Reading Time: 7 mins
1. Recognize that KAM is an organizational change, not a sales technique. KAM implementations take years, not months. The companies which have implemented KAM most successfully have been those who thought of it as a change in the way they did business, not as something that is confined to the Sales department.
2. Get high-level buy-in. An organizational change of this magnitude requires high-level sponsorship, preferably C-suite. The best companies, such as Rolls-Royce and Siemens, have high-level sponsors for each of their key accounts.
3. Appoint a KAM champion. Once the organization has accepted that it is embarking on a major change, and senior managers understand what KAM is and have bought in to it, the next step is to find someone who is going to champion the KAM program and drive the implementation.
4. Identify your key accounts — carefully. To get the KAM program started, you need to identify some key accounts, and you need to develop an offer that differentiates them from the rest of the customer base.
5. Appoint and train your key account managers. Many organizations make the mistake of simply moving their best sales people into key account manager roles.
6. Set the right metrics. What gets measured gets managed. If you have tasked your key account managers to build long-term relationships with their customers, don’t carry on rewarding them as though they were doing a standard sales job.
7. Benchmark and build. Your key account program should not be static over time. Instead, you should keep it refreshed. One way is by moving new key accounts into the program (and occasionally moving former key accounts out if they no longer match up).

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5 hours ago Seamless Collaboration on Account Plans. Kapta keeps the entire team focused on customer success, with clear visibility into big picture strategy, customer goals, and key milestones. Kapta makes sure everyone on your team knows what they’re doing and why, keeping them engaged and motivated to drive successful outcomes for your accounts.

Estimated Reading Time: 1 min

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9 hours ago Richardson Sales Performance’s Major Account Planning (MAP) Training Program. Major Account Planning enables account managers to develop an effective plan for generating high-value sales and raising the level of relationship in major accounts, thus improving margins while simultaneously defending the account from competitive encroachment.

Estimated Reading Time: 4 mins

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Just Now Client Account Development: Key Questions This worksheet poses six fundamental questions that you should try to answer for all of the significant clients in your portfolio. These are meant to complement your account plans and encourage you to take a client-centric (versus product-centric) view of how to grow and deepen the relationship.

File Size: 964KB
Page Count: 8

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7 hours ago 8 hours of practical, easy to implement strategic account management training delivered virtually by our expert facilitators. This instructor-led program can be offered virtually or in-person. The Strategic Account Planning tool to help account managers maximize the potential in each strategic account. The Prioritizing Accounts tool.

Estimated Reading Time: 4 mins

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4 hours ago Key account managers have longer cycle times and fewer opportunities than account managers. Compensating KAMs using an AM compensation plan design often leads to underperformance. Sales operations leaders can avoid this mistake by tailoring plan

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5 hours ago

1. Profile your accounts. Great account management starts with understanding your accounts and research is one of the best ways to fill in your knowledge gaps and understand what is going on at your key accounts.
2. Identify the Decision-making Group. In any key account of a significant size it is very likely that there are multiple buying influences that will have input into the decision of whether to buy from your organization.
3. Target opportunities with greatest Return on Time Invested. It is a fundamental law of sales that not all opportunities are equal. Some opportunities within key accounts have more potential based upon the time required to achieve the result desired.
4. Put your action plan together. Once you have decided which opportunities make the most sense to pursue, building a detailed action plan will help set the roadmap and provide guidance and direction for your initiatives with your key accounts.
5. Execute against the plan. A plan is only valuable when executed against. The actions identified in the plan should guide your weekly activities with the account.

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6 hours ago

Estimated Reading Time: 4 mins
1. Customer’s Goal and Objectives. It’s imperative to know and understand the customer’s short term and long-term goals and objectives. This ensures your overall key account plan is in sync and aligns with the customer.
2. Objectives. A standardized list of objectives for the account, what must be accomplish to drive customer success and revenue. Also, being able to track each one based on a colored-code system and provide coaching advice for each objective.
3. Customer’s Buying Process. Know and understanding the customer’s buying process basically, “How is the customer going buy what we are selling them, what is their process?”
4. Customer Initiatives (White Space / Green Field) Mapping customer initiatives back to your products or solutions, ensure you will have a healthy pipeline.
5. Account Milestones. Milestones allow you to track key “To-Does” within an account. Not only identifying them but also assigning them if necessary to other team members.
6. Red Flags. Red flags are potential “Gotachs” in an account. Not only identifying the Red Flag but also creating a mitigation plan for each.
7. Document Every Meeting. Scheduling meetings with customers is hard enough, so when you get one make sure you document it. Not just notes but who, what, when and why.
8. Customer Team. Who is the customer team, what are their titles, responsibilities, stance and role. Have you every met with them and if so, what do you know about them.
9. SWOT Analysis. Using the ‘Sales Intelligence’ and other information, a real-time sales intelligence a SWOT Analysis it one of the most important pieces of the account plan.
10. Organizational Map. It’s key to understand the organizational make-up of your key accounts. Not only the reporting structure but the Stance (opinion) and Role of each contact based on the last interaction you or your team had with them.

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3 hours ago The science of account management has four key elements: (1) profitability management; (2) account relationship selection; (3) product migration paths; and (4) account planning. With these four elements in place, plus aligned sales compensation, the sales process will produce great results. Over the years, I have participated in a number of

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2 hours ago Plan2Prosper: Native Salesforce Account Planning (Average Savings 60%) May 04, 2021 · Embed one consistent account plan into your salesforce account management process to ensure buy-in and adoption by the entire virtual team. Enable true collaboration and encourage team participation and selling, leveraging your full team resource to win across all disciplines.

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1 hours ago

1. It’s all about the customer’s business and industry. Understanding the customer’s business drivers, structure, and strategies will ensure solutions have maximum business impact.
2. Account growth comes from customer growth and helping the customer WIN. Seeking opportunities to help the customer compete must be a daily discipline.
3. Providing thought leadership, superior value, and solution innovation “through the eyes of the customer” form the cornerstones to build profitable long term relationships.
4. Understanding how decisions are made and aligning to the value drivers influencing each key player is instrumental in winning opportunities.
5. Involving the customer closely in the planning, execution, and periodic review of the business relationship builds customer loyalty and retention.
6. Creating a common language of consultative behaviors is the foundation of successful.
7. Account Management must operate in a “living,” continuously updated framework. It must be tightly integrated within the sales process.
8. Superior knowledge of competitive tactics and strategies will drive unique differentiation and enable the core account team to reinforce exclusive benefits.
9. Account Team dynamics and meetings must challenge and provoke action-oriented thinking.
10. Technology can be a powerful enabler as a means of reinforcement, idea exchange, and accelerating core account team effectiveness.

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4 hours ago Account management aims to build a long-term strategic partnership with clients. Use this powerful 4-stages Client Success Roadmap to guide the customer through the personalized solutions you’ll offer at each stage of your plan. Setting the desired journey from the …

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3 hours ago Key Account Management Plan. This is meant to provide interested parties of an example of what a KAP could look like. It is subject to change and is dependent to specific requirements of companies and their reflective market places, accounts, customers, and competition. It …

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5 hours ago

1. List the population of key accounts which you intend to include in the key account management matrix. The list can include key accounts with which you have no business yet or accounts which are currently small or entrepreneurial, but which have the potential to become big.
2. Define key account attractiveness. Attractiveness definition: this is a combination of a number of factors which can usually be summarised under three headings: growth rate, accessible volume or value and profit potential.
3. Allocate weights to each of the attractiveness criteria, as shown in the example below. Example: Factors Weight. Growth rate 30. Accessible volume or value 15.
4. Define the parameters for size, growth, profit potential and 'soft factors' This will obviously depend on the company doing this exercise, but the example below shows how this can be done.
5. Score each key account. Score each key account on a scale of one to ten against the attractiveness factors and multiply the score by the weight.
6. Define business strength/position. This is a measure of an organisation’s actual strengths in each key account and it will differ according to each key account.

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6 hours ago The Account Plan PowerPoint Template is a growth concept framework presentation for sales management. The detailed account plan will help professionals to answer five important questions and analyze mistakes. This template provides 16 slides offering a …

Rating: 3.4/5(12)

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2 hours ago Key account management is a strategic business approach with the objective of ensuring long-term and sustainable business development through profitable partnerships with strategically important customers Key account management is not an isolated business process . It is an intégrative élément of the business strategy .

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3 hours ago

1. The Obvious Difference: Key Accounts Want More. Traditional sales customers only care about the transaction. Once the sale goes through, their relationship with you is complete.
2. Mutual Growth and Returns. Key account managers know how to give their key customers and themselves high growth rates and returns over the long-term, instead of just the highest price.
3. Increase Long-Term Loyalty to Keep Competition out. In many industries, the competition is fierce, and key account managers who don’t win the long-term loyalty of their customers risk losing them to someone who will.
4. Identify and Plan Customer-Centric Strategies. Successful key account managers regularly plan business opportunities and strategies with their key customers.

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Frequently Asked Questions

What are the duties of a key account manager?

The role of a key account manager is vital to establish and maintain a positive rapport between clients and the company. Acting as a liaison, he or she duties typically focus on connecting client needs with the company’s strategic plans and solutions.

What does a key account manager do?

Key account manager. Key account manager is assigned to a company headquarters to oversee the account team assigned to a particular account. Key account management includes sales but also includes planning and managing the full relationship between a business and its most important customers.

Why key account management is important?

Key Account Management is a process that helps sustain and expand relationships with important key accounts and will work closely with multiple business departments in order to maintain and further develop the relationships with the key accounts.

How to select key accounts?

There are 3 critical steps in selecting Key Accounts:

  • Conduct a Portfolio Analysis
  • Tie your company's overall strategy to the selection analysis
  • Start with a pilot (2-3 accounts) then expand

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