Key Account Analysis

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Key Account Analysis

  1. 1. Customer ProfileWhat do we know about this account?Company NameMission StatementHeadquartersEmployeesTotal SalesSales by RegionSales by Segment
  2. 2. Customer ProfileWhat other intelligence do we have about this account? 1. 2. 3. 4. 5.
  3. 3. Customer ProfileWhat do we currently NOT know regarding this account? 1. 2. 3. 4. 5.
  4. 4. Our Current & Forecasted Sales Actual/Forecasted Revenue$16,000,000 2011$14,000,000$12,000,000 2010$10,000,000 2009 $8,000,000 $6,000,000 2008 $4,000,000 2007 $2,000,000 2005 2006 $0 Year
  5. 5. Value Chain Where do we fit into the value chain? Us Customer Tier 1 OEM• Enter Point 1 • Enter Point 1 • Enter Point 1 • Enter Point 1• Enter Point 2 • Enter Point 2 • Enter Point 2 • Enter Point 2• Enter Point 3 • Enter Point 3 • Enter Point 3 • Enter Point 3
  6. 6. Customer Key Success FactorsWhat activities/competencies are critical for customer success? Key Success Factor #1 Enter a description of this key success factor. KSF #1 Key Success Factor #2 Enter a description of this key success factor. KSF #2 Key Success Factor #3 Enter a description of this key success factor. KSF #3
  7. 7. Strengths & Weaknesses What are our strengths & weaknesses vis-à-vis this account?Strengths Weaknesses1. Enter Strength #1 and provide description 1. Enter Weakness #1 and provide description2. Enter Strength #2 and provide description 2. Enter Weakness #2 and provide description3. Enter Strength #3 and provide description 3. Enter Weakness #3 and provide description
  8. 8. Key CompetitorsWho is competing for the business on this account? Competitor #1 Competitor #2 Competitor #3HeadquartersTotal SalesEmployeesProduct RangeGeographicFocusOther Notes
  9. 9. Action PlanWhat do we need to do to win/expand this account? 1. 2. 3. 4. 5.

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