always one jump ahead in kam copyright © 2015 kamguru top ten tips for your top ten customers
TRANSCRIPT
Always One Jump
Ahead In KAM
www.kamguru.comCopyright © 2015 Kamguru
Top Ten Tips For Your Top Ten Customers
Always One Jump
Ahead In KAM
www.kamguru.comCopyright © 2015 Kamguru
The First Rule of Business:
“Look After Your Most Important Customers Before
Someone Else Does!”
Always One Jump
Ahead In KAM
www.kamguru.comCopyright © 2015 Kamguru
POOR GOODRelationships
GOOD
Busi
ness
Und
erst
andi
ng SUPPLIER PARTNER
OUTSIDER FRIEND
Always One Jump
Ahead In KAM
www.kamguru.comCopyright © 2015 Kamguru
Partnership Indicators
Always One Jump
Ahead In KAM
www.kamguru.comCopyright © 2015 Kamguru
The Value Staircase
Identifiable1
2 Quantifiable
3 Auditable
4 Priceless
Always One Jump
Ahead In KAM
www.kamguru.comCopyright © 2015 Kamguru
Audit Questions
• What unresolved issues are there?• How do we compare to other suppliers?
• In our industry?• All others?
• How would you sum us up in a sentence?• How many marks out of ten?• If we were an animal or bird what would we be?
• Where are we meeting your expectations?• Where are we exceeding expectations?• Where are we falling short?
Always One Jump
Ahead In KAM
www.kamguru.comCopyright © 2015 Kamguru
How do you ensure that you exceed the key account’s expectations at each stage?
Enquiry
Check-In
Room
Bar & Restaurant
Check-Out
Always One Jump
Ahead In KAM
www.kamguru.comCopyright © 2015 Kamguru
YourCompany
KeyAccount
Always One Jump
Ahead In KAM
www.kamguru.comCopyright © 2015 Kamguru
Monday Tuesday Wednesday Thursday Friday1 2 3 4
TEAM KAMDAY5
8 9 10SALES DIR AVAILABLE
11 12
15 16TEAM KAMDAY
17 18 19
22 23 24 25 26SALES DIR AVAILABLE
29CEO K/A AUDIT
30CEO AVAILABLE
31
Team Diary“Key account management is a team sport!”
“None of us is as strong as all of us!”
Always One Jump
Ahead In KAM
www.kamguru.comCopyright © 2015 Kamguru
Intelligence
What is thecurrent
situation?
Intentions Implementation
What are the plans for the
future?
Who is going to do what by
when?