Key Account Planning – What is it?

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May 26, 2015

Understanding the customer or client’s business are essential for creating loyal clientele. Therefore. the first step in successful customer onboarding is Key Account Planning. The process must become a part of a companies operating practice and business.

Key Account Planning – What is it?
A process and a document to:
1. Educate the team
2. Help direct and anchor business development and account planning activities
3. Provide a central location to capture intelligence about your customers or clients

Tier One (Key Account) Tier 2 (Mezzanine) Tier 3 (On-Deck)
• Strong relationship with key buyer
or multiple key buyers
• Strategic account with significant
chance of generating work
• Periodic meetings with group as
• Assistance with creating structured
way to follow-up on action items
• Forum to brainstorm and identify
areas of opportunity to share with
• Relationship with key buyer or one
degree from key buyer (Using
LinkedIn as Business Intelligence
• Periodic meetings with group as
• Action items and action item owners
• Key Account Plan (Lite)
• Constant monitoring of company
• Assistance with creating structured
way to follow-up on action items
• On-deck relationship with someone
one to two degrees from buyer
(Using LinkedIn as Business
• Looking to build key relationships
• Constant monitoring of company

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