Managing Strategic Accounts™
MSA helps account teams create a comprehensive plan to increase revenue, create more business opportunities and increase share of wallet with existing key accounts.
Customer Issues
- Revenue opportunities with existing customers not fully exploited
- Displacement by competitors who are more engaged with the customer and provide better solutions or prices
- Wasting scarce resources on activities that have little to no value to the customer
- Opportunistic, reactive selling in existing customers rather than proactively developing new business
Solution Overview
- 1-day meeting to prepare customer interviews to assess perception of current service level and identify improvement areas
- 2-day workshop for account teams to analyse their customer's strategy and match their solution portfolio to potential needs
- Identification of cross- and up-selling opportunities
- Teams create a 2-3 year account development plan which is subsequently validated by the customer
Benefits
- Better alignment with the customer's strategy
- Proactive creation of opportunities to address under-served «white space»
- Higher customer retention through proactive engagement and value creation
- Increased value of your company as a true business partner
Strengths
- Direct customer involvement in developing and validating a collaborative plan
- Involvement of all account team members maximises implementation success
- Pragmatic methods and concepts designed to add value to salespeople
- Sustained impact through regular account reviews