...by working more effectively with your high potential customers

The key to your long term success 

Developing Effective Key Account Management

Increasingly, companies are seeing the potential of key account management as a major driver of profitable growth. Managing and developing these key accounts properly is critically important and has significant long-term payback.

The challenge - start by asking some critical questions.

• Do you choose your key accounts on the basis of long-term value & cost-to-serve or just on current highest sales?
• Are senior executives engaging with the account teams and customers on a regular basis?
• Does everyone on the account team really understand the customer’s business strategy & needs?
• Are significant personal relationships being forged at all levels, based on trust, respect & value?
• Does the account manager and team have the authority to make decisions? Are you monitoring your return on investment in key accounts?

Five Platforms for Commercial Success

From experience we’ve found that successful key account management is built on five platforms.

1. Account Selection - who should be key accounts? Read more >
2. Planning - designing and implementing innovative ways of working Read more >
3. People’s Skills - understanding individuals’ potential and tailoring development programmes to develop their critical skills Read more >
4. Customer Information - know the changes that your customers are planning and how you will perform to meet them Read more >
5. Organisation Alignment - motivating the key account teams with appropriate reward and top management commitment Read more >

helping you select, manage and build business with your key customers