Download Strategic Customer Planning, 2006 Update (Thorogood Reports) by Alan Melkman PDF

By Alan Melkman

This is often a great deal a the best way to file. After examining these components which are proper for your enterprise, it is possible for you to to assemble a plan that might paintings inside your specific association and a strong client plan for you to enforce instantly. Charts, checklists and diagrams all through.

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Extra resources for Strategic Customer Planning, 2006 Update (Thorogood Reports)

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None of these methods are guaranteed to generate good ideas but they do increase the likelihood of so doing and some also provide a good way of getting others involved. The extent to which each method is used needs to be identified and the degree to which it would be worthwhile using it more can be assessed. 24 THOROGOOD PROFESSIONAL INSIGHTS 1 THE KEY ACCOUNT PLANNING PROCESS Method Extent of usage Worthwhile using more? 5 Co-ordinating and leading the account management team Effective key account management requires inputs from many different functions within the supplying organization.

8, need to be reviewed together. 5 gives a suitable template to enable this to be done and to identify specific actions that should be taken to improve it. 5 – Benchmarking and improving the key account planning process THOROGOOD PROFESSIONAL INSIGHTS 29 1 THE KEY ACCOUNT PLANNING PROCESS 3. The steps of key account planning Although it should be regularly updated, compiling the key account plan is an annual process. It is one part of the total planning cycle as shown in Figure 1. 6. Once compiled and brought together, the plan needs to be agreed with senior management.

Using the key account plan In Section 2 of this chapter a number of benefits of planning for key account were identified. If these are to materialize then great care must be exercised both during the account planning process and in how the plan document is subsequently used. Four core principles need to be adhered to: i) The development of the plan should be an inclusive process. It is not the result of a sole effort, albeit a Herculean one, on the part of the key account manager. Rather, it needs to involve all those who will have an impact on the customer.

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