Key Account Management

increased & sustainable customer value

by

better customer knowledge

&

multi-level contact networks

Reggy MortierDecember 2010

Achieving “key account” loyalty

By delivering “customer-acknowledged” value

Better then competition !

Allowing us to capture & sustain profit in return

Key account profit (value)

Multi-level & cross-functional

Between the key account and our organization

No key account without an

Agreed and supported action plan

Objectives & outcome of key account management

Manage multi-level relationships

Construct & share intelligence

Create value in line with the key account needs

Capture & sustain value

Relation

ships

Intelligence

Value