POLICY

• We work at Board level to help identify and define Key Accounts and Key Prospects.
• We conduct Key Account audits on behalf of the Board to evaluate the perception of their most important customers.
• We conduct a staff audit of Key Account Sales, Service and Support Teams to develop a culture that will improve communication, teamwork and focus.
• We advise on aspects of organisation structure best suited to deliver Key Account strategies.
• We help build the short-term and long-term measurement criteria needed to assess and monitor improvements as the relationship develops from "Supplier" to "Partner" status.
• We help our clients evaluate and segment their customer base so that the sales effort is directed to where it is most needed.
• We show how Senior Directors should be deployed within an effective Key Account Management strategy.
• We ensure the Board have a clear philosophy based around creating added value for their Key Accounts, which leads to differentiation in their market place.
• We agree Pareto's responsibilities and accountabilities within the client.
• We help the Board determine the role that Key Account Managers can play within the overall strategy to achieve its future objectives.

PLANS

• We build account plans that link together the Intelligence Gathering, Objective Setting and Tactical Planning processes.
• All of our tools are piloted on hard copy, tested and proven in the real world prior to transferring to software.
• A simple yet effective matrix that allows Account Directors to plot and influence the decision making process.
• A template, which allows the Account Management team to objectively assess the vulnerability of the trading relationship.
• A tool which allows the Account Director to identify total spend, competitor positions and whether they should be attacked or avoided.
• A structured approach for setting objectives that will add value to the client, improve one's own business and develop relationships between the two organisations.
• A hundred different tactical options designed to win or defend business over a 3-12 month period.
• A tool for the Manager of Key Account Managers that plans and monitors the optimum level of activity and results, and can be used as an early warning system.

PEOPLE

• We help our clients determine the Knowledge, Skills and Mindsets for all those delivering or supporting Key Account Management activities.
• We develop Key Account Managers to operate as well-rounded Business Consultants at Board level.
• We build Key Account Managers interpersonal skills to allow them to work effectively with and influence Decision Makers who are very negative.
• We develop people to build and deliver structured presentations and proposals in both informal and formal environments.
• We improve the commercial awareness and financial acumen of Key Account Managers so they can manage and negotiate profitably.
• We develop Account Managers to orchestrate people effectively within their own organisation, at all levels across a number of different departments.
• We grow people through challenging robust business simulations using tailored case studies and exercises.
• We demonstrate a hands-on approach when carrying out Account Review Meetings so that the best tactical plans are built.