8 practices for strategic account management

Description:

This image presents a concise summary of "8 Practices for Strategic Account Management," providing a systematic approach to strategically managing key business accounts. The practices are laid out in connected bubbles that suggest a workflow or sequence of steps in the management process.

1. Assign Dedicated Account Manager advises that each account should have a specific individual who is responsible for managing all aspects of the relationship with that account.

2. Develop Selection Criteria implies that the company should establish clear guidelines for determining which accounts warrant strategic management.

3. Polish the Handoff from Sales emphasizes the importance of a smooth transition of the account from the sales team to the account management team to ensure that no information is lost and the account is managed effectively from the outset.

4. Creating a Customer Profile suggests building a comprehensive profile of the customer to tailor the management approach to their specific needs and preferences.

5. Conduct a Needs Assessment is about evaluating the client's needs thoroughly to ensure the account strategy addresses all relevant aspects of the client's requirements.

6. Draft a Strategic Plan and Proposal encourages the development of a detailed plan of action and proposal that aligns with the client's needs and the company's objectives.

7. Make a Note for Contact and Meetings highlights the necessity of keeping a record of interactions and agreements to maintain clarity and accountability.

8. Monitor Performance is about regularly reviewing the account's progress and the effectiveness of the account management strategy to make necessary adjustments.

Use Cases:

Industries where these practices could be applied, along with potential use cases:

1. Sales:

Use: To refine account management and improve client relations

Presenter: Sales Director

Audience: Sales Team

2. Technology Services:

Use: Enhancing customer satisfaction and retention through tailored account management strategies

Presenter: Account Manager

Audience: Client Success Team

3. Banking:

Use: Optimizing the management of high-value accounts

Presenter: Relationship Manager

Audience: Private Banking Team

4. Pharmaceuticals:

Use: Strategic management of key accounts including clinics and hospitals

Presenter: Key Account Manager

Audience: Sales and Marketing Department

5. Manufacturing:

Use: Developing relationships with major distributors and retailers

Presenter: Business Development Manager

Audience: Distribution Partners

6. Consulting Firms:

Use: Managing relationships with top-tier clients for long-term engagements

Presenter: Principal Consultant

Audience: Consulting Team

7. Telecommunications:

Use: Retaining and growing relationships with enterprise customers

Presenter: Customer Success Manager

Audience: Account Management Team