On average, 60-80% of your revenue comes from 20% of your customers. These customers deserve to be cherished. COACH for strategic account management helps you manage the accounts that mean most to you.
SAM is the Strategic Account Manager. SAM knows that winning new customers takes a lot more energy than maintaining existing accounts. And while businesses tend to focus on lead generation, strategic account management is equally, if not more important.
Our strategic account management program helps to not only maintain these strategic accounts, but develop them further. COACH amplifies your efforts and lifts your customer relationship to the next level.
Just like any other relationship, a customer relationship requires time and energy to grow. And for that, you need a plan. Not just once, but continuously. That is why COACH is not a static strategic account plan, but a dynamic tool that you refer to time and again. It is based on the five most important considerations a strategic account manager has to keep in mind and grounded in best practices.
COACH helps in every relationship stage of the account: from budding relationships to lasting, strategic (partner) relationships that are in need of new direction. In this process, you only use the components of COACH that can help you at that moment to further develop the account.
The role of the key account manager shifts from relationship manager to director. This means you need a complete picture of the key account in question, from account strategies to investments, from content to network. COACH enables you to connect the right people. Smart use of internal and external networks makes it easier for you to set up a successful account team. Strategic account teams that take the time to develop new, creative ideas, and connect people through thought leadership. With COACH you will get the most out of your market’s growth.