Errors in the work of key account manager
Posted: Thu Jan 30, 2025 7:23 am
There are a number of mistakes that you may encounter in this field of activity:
There is no understanding of who the key client is
Sometimes companies lack a clear profile of a key client with clear criteria. And the key account manager mistakenly believes that a key client is the one who brings in the most income at the moment, or a company with a well-known brand.
Before taking action, it is necessary to understand who our strategic consumer is. A company with the maximum potential for consuming products or services in the long term is one option. There are effective methods for determining this potential. They are based on the analysis of the client's current consumption and its forecasting for the short and long term.
In the area of building materials mexico email list supplies, we can estimate the volumes of construction and delivery of housing planned by the developer for the next three years. Analysis of this data will help determine whether the developer is a key client.
There is no understanding of who the key client is
Source: shutterstock.com
When working with a manufacturing company, you can study the list of equipment and production plans of the counterparty to determine the current need for the tools we offer. And having information about the modernization plans of this enterprise, you can assess the needs in the future.
In any field of activity, an experienced key account manager will be able to determine which client is most valuable to the company in the long term. At the same time, it is not worth focusing on the size of the company, its popularity or the current volume of purchases. It is much more important to assess how fully we can satisfy the client's needs and what income this can bring us in the future.
There is no understanding of who the key client is
Sometimes companies lack a clear profile of a key client with clear criteria. And the key account manager mistakenly believes that a key client is the one who brings in the most income at the moment, or a company with a well-known brand.
Before taking action, it is necessary to understand who our strategic consumer is. A company with the maximum potential for consuming products or services in the long term is one option. There are effective methods for determining this potential. They are based on the analysis of the client's current consumption and its forecasting for the short and long term.
In the area of building materials mexico email list supplies, we can estimate the volumes of construction and delivery of housing planned by the developer for the next three years. Analysis of this data will help determine whether the developer is a key client.
There is no understanding of who the key client is
Source: shutterstock.com
When working with a manufacturing company, you can study the list of equipment and production plans of the counterparty to determine the current need for the tools we offer. And having information about the modernization plans of this enterprise, you can assess the needs in the future.
In any field of activity, an experienced key account manager will be able to determine which client is most valuable to the company in the long term. At the same time, it is not worth focusing on the size of the company, its popularity or the current volume of purchases. It is much more important to assess how fully we can satisfy the client's needs and what income this can bring us in the future.