Strategic Account Management Program

 

Do you have a Strategic Account Management Program in place?  Does it effectively differentiate the service levels to your most strategic customers?

As part of our assessment audits, or as a standalone audit, we will:

  • Engagement – meet with your management team to get a very clear understanding of the vision, goals and expectations of your Strategic Account Management Program.  Also, to understand the perceptions of the current gaps in performance and opportunities for improvements.
  • Assessment – (typically 2-3 weeks)
    • Interview key stakeholders – sales team members, channel partners, strategic customers (current and potential as possible)
    • Review available data – sales reports, product mix, sales funnel metrics, market share at these accounts and the percentage of you revenue / profit margins that are driven by these accounts
    • Review financial data – expenses ratios, profit margins, profitability by account
    • Do you have a formal Strategic Account business process in place and is it being utilized?  If so is it effective?
    • Overall evaluation – Do your strategic customers value the service being provided by your sales organization?  Do they understand how you differentiate their service level?
  • Recommendations – we review the information gathered during the assessment process and will generate a recommendation report looking for areas where we can make the largest immediate impact on improving your “Sales Force Effectiveness” as measured by:
    • Accelerated revenue growth at your strategic accounts
    • Improved profit margins at your strategic accounts
    • Increase the penetration of products offerings and services at your strategic accounts
    • Reduced sales and marketing expenses as a percent of revenue, may require up front investment
  • Implementation – at this stage we work with your management team to determine the implementation plan.  When plan is agreed upon, project timeline, action plans etc will be developed and monitored till project is completed.
  • Measurement of Results – No project is complete until we can measure the results.  Are we seeing the productivity gains we forecasted, if not what corrections are required?  We will work with you to make sure the metrics are in place and tracked.