Key Accounts Key Accounts Strategies for different categories Strategies for different categories A – Key Account A – Key Account – Max 3 main accounts, with some work into developmental area. – Max 3 main accounts, with some work into developmental area. High level of personal contact through organisation both ways. Identify needs, gather information, High level of personal contact through organisation both ways. Identify needs, gather information, regularity of contact. Minimum standards: Face to face 2 to 3 months, teleconference monthly. regularity of contact. Minimum standards: Face to face 2 to 3 months, teleconference monthly. Document action plans, action reviews, forecasting, business plan development. Document action plans, action reviews, forecasting, business plan development. Work on building a partnership with development and design activities. Work on building a partnership with development and design activities. B – Key Development Account B – Key Development Account – Up to 10 accounts with short term growth – Up to 10 accounts with short term growth potential. potential. Segment on new products, new markets. Investment of time & other resources needed. Understand Segment on new products, new markets. Investment of time & other resources needed. Understand key account business and needs, build relationships. Build business and product development plans key account business and needs, build relationships. Build business and product development plans C – Maintenance Account C – Maintenance Account – 10 accounts. Good regular current business, not – 10 accounts. Good regular current business, not requiring a lot of support. requiring a lot of support. Forecast and communication on company strategy, industry news. Discuss new opportunities. Forecast and communication on company strategy, industry news. Discuss new opportunities. D – Opportunistic Account D – Opportunistic Account – any number. Sales from various sources. – any number. Sales from various sources. Recording and collecting of information. 6 monthly review. Level of contact – quick and reactive. Recording and collecting of information. 6 monthly review. Level of contact – quick and reactive. Likely to be mix of tenders; contract manufacturing opportunities; new markets; specialist product Likely to be mix of tenders; contract manufacturing opportunities; new markets; specialist product needs. needs.