10 Steps for Growing Your Key Accounts (Infographic) – RAIN Group
Based on our extensive research in strategic account management, we’ve identified 10 steps you can take to replicate their successes:
- Get leadership buy-in
- Implement a strategic account management process
- Know your company’s full suite of products and services
- Develop a strategy and action plan to grow key accounts
- Select the right accounts
- Use an account management tool
- Build a solid account team
- Communicate value
- Maintain and build the relationship
- Get account management training
Source: www.rainsalestraining.com
Nothing like a solid 10 list. Some of these seem like things you would probably do before a client became a key account (i.e. a reliable source of income for budgeting.)
But that’s what the infographic is there to illuminate and there is also a nice report you can download called 5 Keys to Maximizing Sales With Existing Accounts.