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Key Account Management

03 Feb, 2015

By Coaching 4 Results

This Monday and Tuesday I have been working in Germany. Yesterday I lead a workshop on “Key Account Management” with a group of consultants of one of my customers. We could define this concept as: a systematic process for managing key interactions and relationships with the most valuable customers. The aim is to create a plan in order to discover new opportunities that add value to the identified key accounts. The issue is not to ask your customers what they want today, but to try to find out what they want and need in the future.

Companies understand more and more the value of an existing client and the existing opportunities to strengthen their relationships. According to recent market research, the reality is that more than half of the companies recognise that they need improvement in selecting key accounts. And the majority understand that they lose deals because competitors have established a better relationship with their customer and also recognise that their Key Account plans need improvement.

There is nothing more valuable for a company than a loyal customer base and in order to achieve this you need to invest time and resources.

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