The document discusses four essential factors for success in key account management: relationships, insight, human resources, and decision-making processes. It notes that decision-making at key accounts is becoming more complex and significant investment is needed in these four areas to maximize value and loyalty from key accounts.

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