Key Account Management Activities by Segment PPT

This PPT slide, part of the 47-slide Key Account Management 101 - Best Practices PowerPoint presentation, outlines critical team activities segmented by account type, categorized into 4 main phases: Prepare, Qualify, Propose, and Close. Each phase details specific actions tailored to different account segments: Commodity, Learn/develop, Teach, and Partner.

In the Prepare phase, activities focus on designing an overall strategy for the account and building influence. For Commodity accounts, the emphasis is on internal support to expand product offerings across geographies. In contrast, for Learn/develop, the focus shifts to gaining internal backing for investment to foster relationships. The Teach segment highlights the importance of identifying and cultivating relationships with key decision-makers.

The Qualify phase involves developing a business case that outlines value drivers and estimated benefits. For Commodity accounts, it includes performing due diligence on total cost of ownership. The Learn/develop segment continues this trend by emphasizing the need to explore ways to increase share of wallet and cross-business efforts.

During the Propose phase, the focus is on developing solutions that enhance profitability. The Commodity segment stresses the need for pricing coordination and contract negotiation. In the Learn/develop area, identifying growth opportunities for the company is key, while the Teach segment encourages joint exploration of cross-selling opportunities.

Finally, the Close phase emphasizes execution and retention strategies. For Commodity accounts, the focus is on ensuring profitability and contract terms, while the Partner segment highlights the importance of closely following up on results to ensure alignment with critical business needs.

This structured approach allows organizations to tailor their account management strategies effectively, ensuring that each account segment receives the appropriate attention and resources.

This slide is part of the Key Account Management 101 - Best Practices PowerPoint presentation.

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