What Key Account Management looks like when it is firing on all cylinders

Excellent Key Account Management can produce impressive results but in our experience to get there it takes an holistic approach that considers mindsets, behaviours, and the organisational ecosystem through the lens of the 5 Key Account Management principles (Fig.1).

Fig.1

1. Account prioritisation
2. Information to insight
3. Common goal
4. Customer engagement
5. Achieving value

When account teams and the people leading them break through these principles and the associated behavioural, mindset and ecosystem barriers, remarkable commercial outcomes follow – like a £6m increase in operating income in just 6-months*.

To get started with achieving similar results, fill in the form (right) to access our specially designed portal that shares:

1. What excellence looks like for each of the 5 principles (and how to easily spot when progress is stuck).
2. Practical, actionable ideas to help your teams make the leap toward excellence in each principle.
3. Resources and insights for leaders and managers to apply the principle in daily work.

*Sanofi case study