Your Strongest Client Intimacy

Key Accounts are your Clients with whom you want to significantly strengthen your business. The decision to invest in one or more Key Account Managers is crucial to your company. The implementation of this decision must be carefully structured to achieve the anticipated return on investment.

 
We propose to structure your process around the following key steps:
 

Organize
Design & Set Up a Key Account Management Organization

• Interview the persons involved
• Provide recommendations to set up the organization: processes, resources and tools

 
Structure
Implement the Key Account Management

• Draft the Strategic Plan
• Determine a Contact Strategy
• Define an Action Plan
• Set up Tracking Tools, including CRM

 
Identify
Choose your Key Accounts

• Define criteria for selecting Key Accounts
• Conduct a regular Review of the Key Accounts list

 
Recruit
Select your Key Accounts Manager(s)
Define:

• Profile & Skills
• Objectives & Compensation package

 
Listen
Deploy Customer Dialogue Tools
Define & Implement a structured communication process to:

• Monitor the Quality of Relationship
• Strengthen the Contacts Network
• Fuel Strategic Thinking
• Generate Consensus

 
Assess
Evaluate the Results of Key Account Managers

• Implement and monitor
• Review the Key Account Managers’ results (Monthly, Annually)