7 Key Considerations for Strategic Account Success

If you want to set up a successful Strategic Account Management program, here is how strategic account planning professionals say you should proceed and how you should evaluate candidates.

1. Identify likely key partners where you have access to top decision makers.
2. Ensure there is enough to gain. What is the upside compared to the investment required?
3. Be sure you thoroughly understand what your key account wants and needs.
4. Are you currently delivering value and meeting those needs? How do you stack up, in your customer’s mind, against the competition?
5. Evaluate whether or not you need to raise the level of support and if you have the right talent mix to serve the account adequately.
6. Work together to set up execution guidelines to ensure there will be true value created for both partners.
7. Ensure sustainability by implementing a measurement system that will track effectiveness and a reward system that will encourage the right behaviors.