Key Account Management
“This has been a real eye-opener… helped me identify opportunities I do not think I would have noticed otherwise. I have had some clients for a long time and I have learned so much more about them than I knew before.”
- Strategic Account Manager, Financial Services
Our Account Planning Approach
We have developed a simple Key Account Methodology supported by a Key Account Plan that is designed to create insights rather than just collate information.
Assumptions actually mean ‘I don’t know’. We help you drive out gaps and guesses to truly understand your key customers and move from assumption-based to insight based decision making.
Our approach arms your KAMs with customer-focus question strategies, customer-centered activities and customer-relevant messaging.
We enable Key Account Managers to be:
- A leader, first and foremost, responsible for being able to marshal and lead the right resources at the right time on behalf of the client
- A planner, balancing the long-term account strategy with the tactical opportunity plan and pipeline
- A collaborator, finding opportunities for joint development with the client where necessary or appropriate
- A mediator, balancing the priorities of the client with internal strategic objectives
- A relationship manager, directing the right colleagues to the appropriate contacts with the best possible preparation
