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GROUP 10
EVAN ASHY
JOANNA
NATALIA KOLYKHALOVA
the clients
their needs
future business strategy
then leveraging this to promote your business and
client specific propositions or values. (Anderson
Baillie Marketing)
Preserve good
relationships and
financing; retention
strategies
(Key account management : the definitive guide by Malcolm McDonald, Diana Woodburn)
Should not
occupy too much of a
companys time
The Revegy Blog. 7 Tips for Effective Strategic Account Planning. 2013
The Revegy Blog. 7 Tips for Effective Strategic Account Planning. 2013
The Revegy Blog. 7 Tips for Effective Strategic Account Planning. 2013
The Revegy Blog. 7 Tips for Effective Strategic Account Planning. 2013
7 secrets of
Key Account Planning
1. ENVISION
What are you trying to accomplish?
History of the account
Any goals your customer hopes to achieve
7 secrets of
Key Account Planning
2. SCHEDULE
How long will the plan take and how long will it last?
Divide each session into numerous parts with each meeting has a
predetermined goal
7 secrets of
Key Account
Planning
3. DISCOVER
What key points do you need to know about the customer to be
successful?
Gain key company information such as Annual revenue, industry
category, quality contacts
7 secrets of
Key Account Planning
4. ALIGN
Identify Key stakeholders and show how your solution folds into their
strategic plans.
As a plan is formulated, discuss within your group members the plan
that will be executed
7 secrets of
Key Account Planning
5. DEVELOP
As you have more meetings, make the subject matter more concise and to the
plan
This is the phase of going from research to action
Consolidate your CRM to the following categories:
Contracts, quotes, orders, transactions, and various departmental
opportunities
7 secrets of
Key Account Planning
6. ADAPT
As target customer adapts, update the plan to discover
better opportunities
Leverage information systems to create the optimal
network
7 secrets of
Key Account Planning
7. INSPIRE
Portray your vision to the consumer and be interested in a
long-term relationship with them.
Use proactive tools to keep your consumer and client in the
informational loop to help in vision your plan and where it