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How Do You Define What A Key Account Is?

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Here are the seven most common ways of classifying key accounts

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Page 1: The 7 Most Common Ways of Classifying Key Accounts

How Do You Define What A Key Account Is?

Page 2: The 7 Most Common Ways of Classifying Key Accounts

Here are the 7 most common ways of classifying KEY ACCOUNTS

Page 3: The 7 Most Common Ways of Classifying Key Accounts

#1 The BIG Ones

Page 4: The 7 Most Common Ways of Classifying Key Accounts

What about tomorrow’s oak trees? Do you always let the sales statistics make the decisions for you?

The Big Ones

But…

Page 5: The 7 Most Common Ways of Classifying Key Accounts

#2 The Ones You Mustn’t Lose

Page 6: The 7 Most Common Ways of Classifying Key Accounts

You’ll do anything to keep them happy, even if it kills you

What if it’s unprofitable to please this particular whim of theirs?

The Ones You Mustn’t Lose

But…

Page 7: The 7 Most Common Ways of Classifying Key Accounts

#3 The Ones That Offer Future Profit

Page 8: The 7 Most Common Ways of Classifying Key Accounts

Where does today’s profit come from?

What happens if they’ve been over-valued before they pay off?

The Ones That Offer Future Profit

But…

Page 9: The 7 Most Common Ways of Classifying Key Accounts

# 4 The Ones Your Staff Focus On

Page 10: The 7 Most Common Ways of Classifying Key Accounts

So what happens with the rest, do they just ignore them?

Why are your staff focussing on them anyway?

But…

The Ones Your Staff Focus On

Page 11: The 7 Most Common Ways of Classifying Key Accounts

#5 The One Where Extra Effort Brings Extra Return

Page 12: The 7 Most Common Ways of Classifying Key Accounts

What does return mean?How many accounts can you do this for – and at what cost to your business and your other customers?

But…

The Ones Where Extra Effort Brings

Extra Return

Page 13: The 7 Most Common Ways of Classifying Key Accounts

#6 The Ones Demanding More

Page 14: The 7 Most Common Ways of Classifying Key Accounts

Every industry has its loud mouths – does that make them more important?Just how profitable do their demands make them?

But…

The Ones Demanding More

Page 15: The 7 Most Common Ways of Classifying Key Accounts

#7 The Ones That Will Take Your Business Where It Wants To Go

Page 16: The 7 Most Common Ways of Classifying Key Accounts

Could these be the best? Are you certain? The future is never clear.Organisational plans change, yours included

But…

The Ones That Will Take Your Business Where It Wants To

Go

Page 17: The 7 Most Common Ways of Classifying Key Accounts

** REMEMBER **

The 80/20 Rule Applies To Key Account Management

Page 18: The 7 Most Common Ways of Classifying Key Accounts

20% Of Our Customers Will Make 80% Of Our Profits

Page 19: The 7 Most Common Ways of Classifying Key Accounts

How Are You Going To Define Your 20%?

Page 20: The 7 Most Common Ways of Classifying Key Accounts
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