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.
The PPT also outlines a comprehensive approach to segmenting key accounts based on their value and alignment with company objectives. It highlights the importance of proactive solutions and targeted investments to drive account growth and satisfaction.
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Source: Best Practices in Bain PowerPoint, Sales, McKinsey PowerPoint, Bain Presentations PowerPoint Slides: Key Account Management 101 - Best Practices PowerPoint (PPT) Presentation Slide Deck, P-Square Partners
This PPT slide presents an illustrative timeline for the roll-out of a Key Account Management (KAM) program, structured across multiple workstreams over a 15-month period. The timeline is segmented by month, allowing for a clear visual representation of various phases and activities involved in the implementation process.
Key components include program management structure, stakeholder communication, pilot design and launch, and initiatives diagnosis and design. Each workstream is marked with specific tasks, such as kick-off meetings, roadshows, and pilot design activities, which are crucial for ensuring stakeholder alignment and effective execution. The timeline also highlights the importance of pilot testing, indicated by distinct symbols, which suggests that initial trials are essential before full-scale implementation.
The slide emphasizes that the duration of the KAM program roll-out is closely tied to its complexity, which is influenced by factors like the number of key accounts, markets involved, and the current state of each initiative. This insight is critical for executives to understand that a tailored approach is necessary, as the intricacies of each account and market can significantly impact the overall timeline.
The visual format aids in grasping the sequential nature of tasks and the interdependencies among different workstreams. This clarity can help decision-makers allocate resources effectively and anticipate potential bottlenecks. Overall, the slide serves as a strategic guide for executives considering the implementation of a KAM program, providing a structured overview of key phases and considerations.
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