Strategic account management business plan

These needs will be the items or ideals that drive you and the client forward through the next steps of your account plan.

Strategic account plan template excel

Keep the relationship crackling. Identify and understand stakeholder roles, responsibilities, and constraints. Track the progression of a sale or relationship. Although they may help raise your profile and improve your marketing, it may be too difficult to make these accounts profitable enough to merit the resources you need to grow a true strategic account. Share On:. Maybe you have a fresh take on an old problem the company has been banging away at for a long time. In fact, you need to go above and beyond to try and understand the full context of each account, so that you can pinpoint the best way to provide value to them. Make sure your SAMs have what they need to meet their goals and help coach their strategic account teams to success.

Your proposal should include things like: Strategic recommendations e. If you are linked to your SAM and your SAM is linked to contacts in the account, you will have visibility into these contacts and the ability to connect with them. Decide how often you will communicate with your customer, for what purpose, and using what venues.

account management strategy presentation

Your ultimate goal is to grow with the customer, not away. Phase 3 — Growing The final phase puts all the information into motion and continues to measure what has been developed.

Key account management process flow chart

May 7, 4 min read Key account management KAM , also known as strategic account management, is a concept which first emerged in the s. The only way to achieve real success is to adopt a formal plan, where KAM is a necessity, rather than an option. When people change jobs, they often update their LinkedIn profile quickly. Share On:. Identify the objectives, goals, and key performance indicators to track progress, just as you would manage your sales pipeline. Define what key accounts are To achieve KAM success, it is also necessary to come up with a precise definition of what constitutes a key account. Commit Recognize that this relationship is important and that it will consistently need to be maintained. SAM planning works largely the same way. Too often, account plans are more fantasy than reality — many organisations go through an annual account planning exercise and then forget to execute the plan. You may want to learn more about our negotiations skills training program. As a sales leader, you need the revenue from your strategic accounts to achieve your goals. This influence helps fortify the relationship and accelerate decision-making, and protects you from changes in executive leadership or company strategy. Always Reassess Very rarely will a strategic account management plan work for years and years without needing to be readdressed. Account planning is important to help identify the resources that you need to achieve your growth objectives. Is their company growing?

This dependence can be built in many ways including operational dependence through channel partnerships ; technological dependence through systems integration; business dependence through special terms and financing; and contractual dependence through multi-year contracts or automatic renewals.

Throughout this phase, you and your customer should continue to implement the strategies and ideas created in the first two phases.

key account management tools

The most successful strategic account managers are also skilled at relating to the needs of a wide range of individuals in the account and building consensus among them. Crucially, all key accounts should have some strategic value.

account management plan template

Measure your account performance continually so you can keep the plans on track and pivot or reassess as needed. Identify Targets Once you have been able to develop who the customer or client is, you can start working towards figuring out their wants and needs. Finely tuned communication and negotiations skills, trusting relationships forged over time, and regular reassessments all contribute to an effective plan.

In some cases, you may be able to create multiple pathways for the second phase of your account.

Account management structure

All these pieces of info should influence the decisions you make. Sales strategy is a plan to meet annual business objectives and ensure long-term viability that drives future shareholder value. If you are linked to your SAM and your SAM is linked to contacts in the account, you will have visibility into these contacts and the ability to connect with them. Finely tuned communication and negotiations skills, trusting relationships forged over time, and regular reassessments all contribute to an effective plan. These needs will be the items or ideals that drive you and the client forward through the next steps of your account plan. If you understand how to approach building each relationship and move forward as a team looking for mutually beneficial rewards, you can increase your position, develop the company to see more profits and returns, and have an overall better sense of what you are able to accomplish. When people change jobs, they often update their LinkedIn profile quickly. Convert that plan into a strategic proposal. The most successful strategic account managers are also skilled at relating to the needs of a wide range of individuals in the account and building consensus among them.
Rated 8/10 based on 43 review
Download
The 8 Step Guide for Successful Key Account Management (KAM)