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Key Account Management Plan
Key Account Management Plan
Key Account Management Plan
Key Account Management Plan
Key Account Management Plan
Key Account Management Plan
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Key Account Management Plan

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This is meant to provide interested parties of an example of what a KAP could look like. It is subject to change and is dependent to specific requirements of companies and their reflective market …

This is meant to provide interested parties of an example of what a KAP could look like. It is subject to change and is dependent to specific requirements of companies and their reflective market places, accounts, customers, and competition. It is merely an example.

If you chose to use it, it is at your own risk of success.

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  • 1. KEY ACCOUNT MANAGEMENT PLAN The Customer Customer Corporate Office Address Telephone Fax Web Site Date prepared: Plan Period: Prepared by: Key Account Team: Key Account Team Review Frequency: Key Account Team Actual Review Dates: Account Overview This overview is a summary of the customer’s position in their chosen industries. It can include comments on their strategic plans that we can influence as well as their strengths and weaknesses in their markets. Further to include comments on their focus products and/or markets as well as any significant recent activities or milestones for their business positive or negative
  • 2. Account Facilities and Locations Production facilities: Product Lines and Markets served: Customer’s Management Team +3= promotes Q Name Position Principle Q -3= contact promotes competition Customer Contact Map Contact Map - *insert a ppt diagram showing organization structure* Call Frequency Total Annual Visits ______ Actual Visit Dates ______ _____ ______ _____ ______ _____ Key Contacts Annual Actual Visit Dates Visits Procurement Marketing Technical Plant/Production
  • 3. My Company Position Summary of Relationship How have we helped each other create value in the past 3 years? What has gone especially right or wrong? What are the skeletons in the closet if any? How are we viewed by the customer as a supplier? What are the mutual opportunities that we see for each other? What work needs to be done to repair any existing damage? Is this a good fit? Why? Segmentation analysis How is the Customer viewed in the market? How do they behave towards MyCompanyName? How do they make decisions? How do they perceive value? Spend Map Spend Map *insert an XLS list of all known customer purchases* Key Account Development Plan 1. Broad Action Plan Specific Action Plan (1) Completion Person(s) Person and/or function Completion Action Date Target Responsible To Consult Date Actual
  • 4. Specific Action Plan (2) Completion Person(s) Person and/or function Completion Action Date Target Responsible To Consult Date Actual Specific Action Plan (3) Completion Person(s) Person and/or function Completion Action Date Target Responsible To Consult Date Actual 2. Broad Action Plan Specific Action Plan (1) Completion Person(s) Person and/or function Completion Action Date Target Responsible To Consult Date Actual
  • 5. Specific Action Plan (2) Completion Person(s) Person and/or function Completion Action Date Target Responsible To Consult Date Actual Specific Action Plan (3) Completion Person(s) Person and/or function Completion Action Date Target Responsible To Consult Date Actual 3. Broad Action Plan Specific Action Plan (1) Completion Person(s) Person and/or function Completion Action Date Target Responsible To Consult Date Actual

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