Upload
guest177ff19
View
21.014
Download
2
Tags:
Embed Size (px)
DESCRIPTION
Citation preview
KEY ACCOUNT MANAGEMENT
WHAT IS KAM???
Key account management is a strategic business approach with the objective of ensuring long-term and sustainable business development through profitable partnerships with strategically important
customers
Key account management is not an isolated business process. It is an intégrative élément of the business
strategy.
STRATEGIC IMPLICATIONS
KAM as core to business: For KAM to be able to deploy its full potential and benefits, it is crucial that it be positioned in the organization as a core to the business.
Capacity building: Developing internal capabilities and capacity in terms of knowledge, structures, systems and tools is a requirement for long-term success
OBJECTIVES OF KAM
•Maximizing the sales velocity, this improves the utilization of the sales resources and understanding the importance and nuances of managing account.
•Increasing average deal size or the wallet share,we achieve with each customer, while at the same time minimize price erosion by developing specific process to build and manage accounts
•Increasing customer loyalty and customer retention ,this in turn drives down overall cost of sales.
•Thereby, be value partners to our customer.
THINK LIKE YOUR CUSTOMER:
Managing & selling to key accounts-Bussiness Acquisition & Retention
HOW TO GO ABOUT IN KAM???
penetrationNew ProductDevelopment
Market ExtensionOn Product
Lines
Market Development
THE BUSINESS PARADIGM
Business resources
MANAGING KEY ACCOUNTS
Managing the future must be continual
process of analysis, reassessment and
change
KAM is about
managing people
Business objective
Mrkting Oppurinities
SELLING MILLIPORE SERVICE
THINK LIKE YOUR CUSTOMER:
Managing & selling to key accounts-
Understanding what customer really wants
THE NEED VS RESULT ANALYSIS
“c” buys what they need to,so they can get what they want. They don’t
want a solution ,what they want is result.
Current State Desired Future state
THE BUSINESS ACTION DRIVERS
WHY KAM???
1.KAM is a process for “finding new opportunities”
2.KAM is a means to provide uniform service and selling solutions
3. KAM is a means which focuses on providing solutions for overcoming barriers
THE KAM PROCESS
WHO IS OUR PROSPECT???ASSESSMENT CRITERIA POINTS SCORE
1. Present contributions
2. Customer expansion/ diversification
3. Referrals
4. Conformation to regulatory norms
5. Credit worthiness
6. R & D
7. Geo- reachability
8. Pricing & profitability
THINK LIKE YOUR CUSTOMER:
Managing & selling to key accounts-
Selling to key accounts
PORTER’S ANALYSIS
Competitive rivalry
ThreatOf
Newentrant
s
Bargaining power of buyer’s
Bargaining power of supplier
Threat ofNew
substitute
SELLING TO KEY ACCOUNTS
ASPECTS OF SOLUTION SELLING
1. Relatively long period of time
2. Unclear needs and demands
3. What is the right solution.
4. Large number of people are involved both in the customer’s organization and our company
5. More efforts are required to form a tailor made solution and “sell” it to the customer.
6. There is a need for a more structured planning.
THE DIMENSIONS OF SOLUTION SELLING
Selling solutions
Marginal sales efforts
sellers
No. of efforts
normal large critical
choice
Std. products
New solu
adaptation
Small adaptatio
n
SOLUTION SELLING
THINK LIKE YOUR CUSTOMER:
Managing & selling to key accounts-
Managing key accounts
LET’S CONSIDER SIX POSSIBLE OBJECTIVES
1. Retention of customers in a competitive environment
2. Growth through entry into new customers
3. Growth with existing customers
4. Managing customers with a cross territory perspective
5. Going beyond product and benefit selling .
ACCOUNT STRATEGY PLAN
THE KEY ACCOUNT RELATIONSHIP DEVELOPMENT MODEL
HIGH
LOW
HIGHLOW
KARSUCCESS
%
STRATEGY
KEY ACCOUNT MANAGEMENT
THANK YOU