Key Account Management - Success Factors

1. The Deal Bankruptcy League Table ranking of the Top
Restructuring Advisers, by number of cases, lists FTI
Consulting as #1 with 28 cases.
4 Essential Success Factors in
Key Account Management
RELATIONSHIPS
• Perform thorough mapping of
deciders, influencers and blockers
with adequate action plans
• Check assumptions about the
quality of relationships
• Help contacts with their
career management
• Better detect &
anticipate delivery
issues
INSIGHT
• Deploy best-in-class intelligence about
key account’s business issues,
competition, market and trends
• Share intelligence with key
account through the best
channels
• Leverage data
HR
• Enforce mobility of
KAMs
• Reward smart actions
• Involve key account in career
management
• Continually raise standards of
excellence
KAM
• Bring excellence to
account planning &
review processes
• Leverage the full resources
of internal collective intelligence
• Better prepare for key interactions
• Challenge KAMs
DECISION-MAKING PROCESSES AT KEY ACCOUNTS ARE BECOMING MORE
COMPLEX. SIGNIFICANT INVESTMENT IN 4 AREAS IS NOW REQUIRED TO
MAXIMIZE KEY ACCOUNTS’ VALUE AND LOYALTY:
romain.begramian@fticonsulting.com