Key Account Management
Key accounts represent a major chunk of revenue and margin for most organizations. Therefore, losing an important customer can have negative repercussions on organizational growth. The significance of key accounts is urging top B2B companies to revisit their Key Account Management (KAM) approaches. Additionally, the increasing level of sophistication of the purchase process being adopted—such as, centralized procurement, competitive bidding and auctions, and elongated negotiations cycles —by large buyers is a crucial element for B2B companies to consider to win large accounts. This presentation deliberates on the 4 drivers of growth that the organizations can utilize to develop best-in-class key Account Management practices and increase their large contract win ratios. Here is a PDF document that explores the topic in detail. Kindly download to go through the document. The link will be sent to your email ID.