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.

Download the Full Presentation

EXPLORE MORE SLIDES FROM THIS PRESENTATION

EXPLORE MORE PRESENTATIONS ON

Sales Consulting Frameworks Account Management Due Diligence Best Practices Business Case Key Account Management

Are you familiar with Flevy? We are you shortcut to immediate value.

Flevy provides business best practices—the same as those produced by top-tier consulting firms and used by Fortune 100 companies. Our best practice business frameworks, financial models, and templates are of the same caliber as those produced by top-tier management consulting firms, like McKinsey, BCG, Bain, Deloitte, and Accenture. Most were developed by seasoned executives and consultants with 20+ years of experience.

Trusted by over 10,000+ Client Organizations

Since 2012, we have provided best practices to over 10,000 businesses and organizations of all sizes, from startups and small businesses to the Fortune 100, in over 130 countries.

Flevy is the world's largest knowledge base of best practices.

Leverage the Experience of Experts.

Find documents of the same caliber as those used by top-tier consulting firms, like McKinsey, BCG, Bain, Deloitte, Accenture.

Download Immediately and Use.

Our PowerPoint presentations, Excel workbooks, and Word documents are completely customizable, including rebrandable.

Save Time, Effort, and Money.

Save yourself and your employees countless hours. Use that time to work on more value-added and fulfilling activities.

Read Customer Testimonials

"Last Sunday morning, I was diligently working on an important presentation for a client and found myself in need of additional content and suitable templates for various types of graphics. Flevy.com proved to be a treasure trove for both content and design at a reasonable price, considering the time I

... [read more]

– M. E., Chief Commercial Officer, International Logistics Service Provider

"As an Independent Management Consultant, I find Flevy to add great value as a source of best practices, templates and information on new trends. Flevy has matured and the quality and quantity of the library is excellent. Lastly the price charged is reasonable, creating a win-win value for

... [read more]

– Jim Schoen, Principal at FRC Group

"As a young consulting firm, requests for input from clients vary and it's sometimes impossible to provide expert solutions across a broad spectrum of requirements. That was before I discovered Flevy.com.

Through subscription to this invaluable site of a plethora of topics that are key and crucial to consulting, I

... [read more]

– Nishi Singh, Strategist and MD at NSP Consultants

"As a consulting firm, we had been creating subject matter training materials for our people and found the excellent materials on Flevy, which saved us 100's of hours of re-creating what already exists on the Flevy materials we purchased."

– Michael Evans, Managing Director at Newport LLC

"Flevy.com has proven to be an invaluable resource library to our Independent Management Consultancy, supporting and enabling us to better serve our enterprise clients.

The value derived from our [FlevyPro] subscription in terms of the business it has helped to gain far exceeds the investment made, making a subscription a no-brainer for any growing consultancy – or in-house strategy team."

– Dean Carlton, Chief Transformation Officer, Global Village Transformations Pty Ltd.

"The wide selection of frameworks is very useful to me as an independent consultant. In fact, it rivals what I had at my disposal at Big 4 Consulting firms in terms of efficacy and organization."

– Julia T., Consulting Firm Owner (Former Manager at Deloitte and Capgemini)

"[Flevy] produces some great work that has been/continues to be of immense help not only to myself, but as I seek to provide professional services to my clients, it gives me a large "tool box" of resources that are critical to provide them with the quality of service and outcomes they are expecting."

– Royston Knowles, Executive with 50+ Years of Board Level Experience

"As a niche strategic consulting firm, Flevy and FlevyPro frameworks and documents are an on-going reference to help us structure our findings and recommendations to our clients as well as improve their clarity, strength, and visual power. For us, it is an invaluable resource to increase our impact and value."

– David Coloma, Consulting Area Manager at Cynertia Consulting