Always One Jump Ahead In KAM Copyright © 2015 Kamguru Top Ten Tips For Your Top Ten Customers

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?