Key Account Management 101 - Best Practices (PowerPoint PPT)

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.