Key Account Planning – What is it?

» Articles » General Business Articles » Article

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
necessary
• 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
source)
• Periodic meetings with group as
necessary
• Action items and action item owners
documented
• 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
Intelligence)
• Looking to build key relationships
• Constant monitoring of company

More General Business Articles

The material appearing in this web site is for informational purposes only and is not legal advice. Transmission of this information is not intended to create, and receipt does not constitute, an attorney-client relationship. The information provided herein is intended only as general information which may or may not reflect the most current developments. Although these materials may be prepared by professionals, they should not be used as a substitute for professional services. If legal or other professional advice is required, the services of a professional should be sought.

The opinions or viewpoints expressed herein do not necessarily reflect those of Lorman Education Services. All materials and content were prepared by persons and/or entities other than Lorman Education Services, and said other persons and/or entities are solely responsible for their content.

Any links to other web sites are not intended to be referrals or endorsements of these sites. The links provided are maintained by the respective organizations, and they are solely responsible for the content of their own sites.