Objective:

• Establish Key Account Management (KAM) methodology for business growth

Approach

• Training on principles of KAM

• Workshops for:

  • Customer selection guidelines

  • Establishing value proposition

  • Setting up customer relationship maturity model

  • Defining success metrics

  • Process of KAM review

• 1:1 coaching for each account manager

  • Devising account strategy

  • Account Planning

  • Account review, tracking, management reporting

Interventions used

• Training

• Workshops

• 1:1 coaching

• Business review meetings