DEVELOP KEY ACCOUNTS – What does it really mean? How would your key accounts react when you tell them they are «key»? Most would just shrug and wonder, «so what». Key account programs rarely focus on delivering value to the customer.
The goal is to transform key account relationships into strategic partnerships – ones in which your organisation is as important to the customer as they are to you. KAD helps KAMs move beyond opportunistic selling to creating powerful, symbiotic, mutually beneficial business relationships with their key customers based on the value each party brings the other – in short, co-creating profit and growth.
KAD focuses on the customer from start to finish, demonstrating the value (to them) of being «key» to your organisation. How? KAD helps account teams identify areas in which they can leverage the company’s capabilities to create added value, and new opportunities.
Management kick-off to initiate and customize the program
Insight interviews to better understand customer objectives and issues
Workshop in which account/partner teams plan how to grow the business
Customer review and approval of the development plan
Better alignment with the customer's strategy
Proactive creation of new sales opportunities
Higher customer retention through proactive engagement and value creation
Increased value of your company as a true business partner