Create Firmwide Relationships


How can you ensure that your organization is creating firmwide relationships? Ideally, your strategic account manager will:

  1. Identify the critical players in the appropriate account buying-influence group(s).

  2. Determine the role that each player fills, including:

    • his top three needs;

    • his degree of influence;

    • his preferred communications mode;

    • his desired frequency of contact;

    • his primary supplier contact; and

    • how to deepen the relationship.

  3. Use the relationship map checklist to identify gaps in knowledge as well as resources required.

  4. Either manage a given buyer-influence relationship or orchestrate another supplier employee's management of the relationship.

  5. Set up performance-measurement systems that track back to the goals of the buying influences.

  6. Monitor those measurement systems for early warning signs of the customer-loss cycle.

  7. Manage the opportunities that then arise.




The Seven Keys to Managing Strategic Accounts
The Seven Keys to Managing Strategic Accounts
ISBN: 0071417524
EAN: 2147483647
Year: 2003
Pages: 112

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