MANAGEMENT OF KEY ACCOUNTS

What is at stake?

Large accounts typically represent a significant share of the company’s revenues. Their loyalty and growth are critical to the profitability of the company and therefore a Key Account manager is often mandated in this respect. Yet, they seem to find it difficult to switch to this new responsibility and are often not willing to lose their past position (often in sales management). Furthermore they do not always have the skills and understanding of the necessity to mobilize and lead an account team. We often observe that the meshing of relationships is not satisfactory, partly due to unclear strategy in the account and a lack of understanding of key decision makers and influencers in the account.

Our value proposition

• A diagnosis of the organization (performance review, recommendation of a target organization, action plan)
• Project management assistance: consulting, action plan follow-up, specifications
• WHY CONSULTING may lead those programs on which we have an expertise:

- Implementation of Key Account Management tools (strategy, account plan, listening program, account reviews,…)
- specification of organization and processes
- training of key account managers

Expected results

• A key Account organization fully integrated to the rest of the organization
• A significant impact on revenues and customer confidence level

Our uniqueness

• Our expertise in Key Account Management
• Our methodologies in conducting change programs