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excellence frameworks

Key Account Management Tools

Excellence frameworks

A highly useful key account management tool and process that helps you to define the skills, mindset and team work needed to deliver best in class commercial capabilities in key accounts.

I can’t change the direction of the wind, but I can adjust my sails to always reach my destination.

- Jimmy Dean

Our approach in building excellence frameworks

Excellence frameworks are crucial key account management tools. They are designed to provide a tangible and informed outline of what ‘good’ looks like in relation to a customer facing team – clearly outlining the mind-sets, skills, and capabilities that’ll build relationships within key accounts.

Every framework considers your internal and external landscape and is designed to be highly practical – identifying what’s required at an individual and team level to achieve excellence in key accounts, while pinpointing how managers and leaders can encourage and support those capabilities.

Excellence frameworks | Programme

Customer-centricity case studies

Delivering excellence to customers

A case study on how we helped Sanofi shift mind-sets and ways of working to a more customer-centric approach.


Adopting a customer-centric way of working

A case study on how we helped Novartis encourage teams in high-potential markets to adopt a more customer-centric way of working.

All case studies

Want to be more customer-centric?

We can help you build the confidence, capabilities, mind-sets and behaviours that will bring your customer closer.