Your keys to
Key Account Management
It is widely accepted that 80% of an organisations sales come from 20% of its clients/ customers. These can be labelled as strategic accounts and the most important clients. Key Account Management is a strategic planning approach that goes beyond traditional selling to retain and grow these precious assets within a business.
|Key account management has rapidly developed over the years as suppliers and customers look to develop a deeper and more engaging relationship...
The team of people responsible for the management of these accounts are individuals who possess a unique skill set that sets them apart from the rest of a sales team.
Key account management has rapidly developed over the years as suppliers and customers look to develop a deeper and more engaging relationship in an effort to ward off the influence of global pressures and performance, economic stability and constant technological development.
Understanding the principles and their application is key to the long term viability and sustainability of any organisation in a fast moving and competitive environment. Just as important is the identification and strategic implementation of KAM principles in target accounts.
How Organisations/Businesses can focus on organisational development
Every organisation is different; therefore OD needs to be adapted to companies individually.
However there are 3 main steps all organisations should follow:
Diagnosis: Use different methods of data collection (interviews, survey etc) to discover the organisations strengths and weaknesses. The clearer you are with your diagnosis, the better the outcome will be.
Intervention: after you have diagnosed the company’s issues, develop a strategy to tackle these issues. This can be done in many different ways (team building exercises, skill development, succession planning, improved performance reviews etc).
Evaluation: Monitor progress over a period of time (remember change is a process, it won’t happen over night- but it will happen!).
Organisational Development aims to provide managers with a way to introduce change systematically rather then suddenly. Above all it must be in line with the organizational goals and not be a person agenda item for one leader.
By following these steps and implementing organizational development within your business, there is no doubt it will lead to better personal, group and organizational success!