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Having a robust and streamlined Key Account Management (KAM) Program is critical, because it helps organizations build strong and long-lasting relationships with their most important clients.
This PowerPoint presentation provides a step-by-step, detailed approach to designing a Key Account Management Program, including:
• selecting and segmenting key accounts
• defining team structure, roles & responsibilities, activities, resource allocation, and team charter guidelines
• account plan and review process
• other initiatives to support a KAM program
• a roll-out plan
This Key Account Management framework and process is the same used by leading organizations, including the Fortune 100, and deployed by global consulting firms for their clients when launching Key Account Management Programs. It contains the following differentiating attributes:
• Integrated approach applicable for global and non-global accounts
• Segmentation approach for key accounts
• Resource allocation framework
• Identification of key pain points in the development and implementation of a Key Account Management Program
By dedicating specific resources and efforts to these key accounts, organizations can better understand their needs, provide personalized solutions, and ultimately increase Client Satisfaction and Loyalty. This, in turn, can lead to increased revenue, repeat business, and referrals.
Your organization can leverage this KAM framework for the following purposes:
Setting up a new KAM Program (global and non-global)
Redesigning an existing Key Account Management Program
Revisiting elements of existing Key Account Management Program
An effective Key Account Management Program can help your organization identify opportunities for Growth and Innovation—and stay ahead of competitors in the market.
Got a question about the product? Email us at [email protected] or ask the author directly by using the "Ask the Author a Question" form. If you cannot view the preview above this document description, go here to view the large preview instead.
Source: Best Practices in Sales, Consulting Frameworks, Account Management PowerPoint Slides: Key Account Management 101 - Best Practices PowerPoint (PPT) Presentation, P-Square Partners
ABOUT THE AUTHOR: P-SQUARE PARTNERS
P-Square Partners is a team of professionals with experience working for tier-1 management consulting firms and leading investment banks.
We have served major companies around the globe and helped their leaders make strategic decisions.
Our goal is to design and develop high quality documents to share the best practice from world leading companies.
P-Square Partners has published 11 additional documents on Flevy.
File Type: PowerPoint (ppt)
File Size: 1.7 MB
Number of Slides: 47 (includes cover, transition, & marketing slides)
Related Topic(s): Sales Consulting Frameworks Account Management
This business document is categorized under the function(s): Operations Strategy, Marketing, & Sales
It applies to All Industries
Purchase includes lifetime product updates. After your purchase, you will receive an email to download this document.
Initial upload date (first version): Apr 9, 2017
Most recent version published: Apr 13, 2017
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