Account management model business plan

Prioritize your key accounts Once you have determined which accounts you should focus on, you should prioritize them based on potential profit and aligned interests. To Learn More, Download the White Paper: Growing Into the White Space With a Prosperous Account Strategy Account Management and Strategy Best Practices Building relationships with existing clients to transform them into key strategic accounts is a crucial component of any sales strategy because selling to an existing account is much more profitable and predictable than trying to win new business.

As a business discipline, it refers to the process of identifying or targeting key accounts, which have strategic value, and developing a deeper, more meaningful, mutually beneficial relationship with them.

As part of the qualification process, you can use Lucidchart to create a profit matrix and determine which clients would be the most profitable to invest in.

Add value through insight As previously mentioned, one of the primary objectives of key account management is to build lasting relationships that benefit both your company and the business.

Finally, accompany them on some calls to better understand the style and substance of their conversations with their clients.

Building an account plan will help you identify all of the key players who influence the need or preference for your solution.

Strategic account plan template excel

Before you embark on your next strategic initiative or brainstorming session, ask yourself how much potential exists within your strategic accounts and what you need to do to protect and grow these assets. To Learn More, Download the White Paper: Growing Into the White Space With a Prosperous Account Strategy Account Management and Strategy Best Practices Building relationships with existing clients to transform them into key strategic accounts is a crucial component of any sales strategy because selling to an existing account is much more profitable and predictable than trying to win new business. Identify and understand stakeholder roles, responsibilities, and constraints. Account maps help managers and teams : Identify key relationships in an organization. As a minimum, the customer expects its key suppliers to understand: Its marketplace. In fact, research indicates that the average tenure of a sales leader is somewhere between just 18 to 24 months! Find the Opportunity Everyone brings their own value to the table, and now that you and your client have gotten a clear understanding of who you each are and what you are intending to accomplish, you can determine what opportunities are available to you.

Are there any problems looming that you can anticipate and address for them? The Lucidchart Sales Solution helps organizations manage their processes seamlessly. LinkedIn is an amazing tool to help support this activity.

key account management process flow chart

Educating the customer about insights relevant to their business is a major focus for SAMs. You may want to learn more about our negotiations skills training program.

Luckily, like other good habits, these processes can be learned, and in time, become engrained in your company culture.

Key account management ppt

Use your data to find ways you can help them, and assess opportunities for collaboration and partnership. Create a rock-solid account plan. Adding value can happen in various ways, such as saving the company money, bringing in more revenue, managing risk, mitigating competition, and building deeper relationships with account members. When researching your clients, pay close attention to the clients who are more likely to grow with you in the future or have been the most consistent and loyal. This visual will help you figure out whom to talk to, where they fit in the company hierarchy, and with whom you should align to improve your business relationship. You may believe that working with these companies will bolster your credibility and create some buzz, but keep in mind that many of these organizations can be difficult to work with and highly cost-conscious. Outline a schedule for each touchpoint, meeting, and follow-up to ensure your customer is in the loop and has the opportunity to give feedback, communicate changes, or ask questions. Keep the relationship crackling. Indeed, it may well be best practice to identify a small number of key accounts and develop a comprehensive management strategy with those, before casting the net wider at a later point. Before you embark on your next strategic initiative or brainstorming session, ask yourself how much potential exists within your strategic accounts and what you need to do to protect and grow these assets. 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. In the end, strategic account programs will provide consistent, stable revenue that will help you sustain long-term growth and success for your company.
Rated 6/10 based on 48 review
Download
Strategic Account Management Presentation