Read this 5 minute eBook to understand the value of Org Chart to Key Account Management 1 The Origins of Org Chart 2 Know why an org chart is not enough and its Future for Key Account Management. 3 Strategic Role of Org Chart in Key Account Management 4 KAM Power of an Org Chart

1. No Org Chart, No KAM
The Value of Org Chart in Key Account Management is underrated.

2. Does your business practice
Key Account Management?

3. What role does the
Organizational Chart play in
Key Account Management?

4. Oh wait…
…you don’t have an Organizational Chart...

5. Yes, you have an organisational chart...
…tucked safely in a hard drive.

6. 0401 02 03
01
The Origi ns of
Org C hart

7. The Origins of Org Chart
The First Org Chart
The organization chart of the New York and Erie Railway (dated 1855) is considered
to be the first modern organization chart. On the chart is written, that the diagram
represents a plan of organization, and exhibits the division of administrative duties
and shows the number and class of employees engaged in each department. Daniel
McCallum, one of the early pioneers of management, designed it.

8. The Origins of Org Chart
Then Org Charts evolved
An Org Chart graphically displays the relationships between all the team membres.
As business and associated principles of management progressed, so did the Org Chart.
21st century teams are now very different and continue to evolve.
Matrix FlatHierarchical

9. 01 02 03 04
02
Strategic Role of
Org Chart in
Key Account
Management

10. An External plus Internal Org Chart
• A Key Account Manager (KAM) is at the centre
of a Key Account Management organization.
• Org charts exist and are utilised for internal
stakeholders - deliverers and supplier boards.
Strategic Role of Org Chart in KAM
But what about org charts to represent
relationships at key accounts?

11. 0401 02 03
03
An Org Chart is
not enough

12. A Key Account Org Chart
The Good
In some instances, businesses leveraging Key Account
Management do have well laid out Org Charts that
represent the relationships prevailing within the key
accounts.
An Org Chart is not enough
The Not So Good
Org Charts used are not-so-modern. They still belong to
the 19th century.
But business has changed. Key accounts tend to be in a
state of flux.
Paper or powerpoint based static org charts can’t cut.

13. An Org Chart is not enough
The KAM Org Chart of the Future...
Who are the people who count in the
Key Account?
Shows,
Answers
and
Prompts...

14. An Org Chart is not enough
What are the relationship dynamics amongst the
team members at the Key Accounts?
The KAM Org Chart of the Future...
Shows,
Answers
and
Prompts...

15. An Org Chart is not enough
What is the Relationship Context?
The KAM Org Chart of the Future...
Shows,
Prompts...
Answers
and

16. 0401 02 03
04
KAM Power of
an Org Chart

17. KAM Power of an Org Chart
• Who are friends?
• Who are not?
In the key account who is a
Supporter, Detractor, Neutral or
don’t know can’t say
The formal structure of who
reports to whom
Who calls the shot, most of
the times?
Key Elements
HIE
R
A
R C H Y
I N
F
LU
ENCE
REL
ATIONSHIPS
P
O
W
E
R

18. Understanding the dynamics of these 4 elements
takes many months if not years.
Can a business engaged in key account
management afford to leave such insights in a
human’s head?
They say when a good Key Account Manager
leaves, Accounts leave too.
A well maintained Org Chart will provide fighting chance for the
new account team.
Once an Org Chart is built, it will start yielding in revenue growth
because you will know what to sell to whom through whom.
RISK THRIVE
KAM Power of an Org Chart

19. Time to open your Key Account Org Chart?

20. Start Free Trial on MS Dynamics Start Free Trial on Salesforce