Key Account Plans: What are they and why do we have them?

Goals & targets, Key account manager role, Long-term vs short-term, Strategic key account plans

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You can’t just write a plan, you need first to devise a strategy based on great customer understanding (why and how) before nailing down the activity (what?) and the people to address (who?). Key account managers often complain that plans are a waste of time and don’t get used – which is ironic, when it’s…

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