Annual SAM Tune-Up Strategy Part 1: Account Segmentation — How to Stop Over-Investing in the Wrong Customers
Managing Strategic Accounts is a lot like being the captain of a super tanker ship like the Knock Nevis (yes, like cat herder at times, too, but we’ll go with the ship captain analogy here)…
Your compass shows you the way but it does not tell you exactly how to turn that massive tanker around and head in the right direction.
Relationships, Revenue and Margin (RR&M) objectives are your compass. When your strategic account management program is aligned to these objectives it’s smoother sailing. When it is not, it’s time to alter the course for your program.
There are 5 key factors to moving the ship ahead with your strategic accounts. These will make or break your job of over-sea-ing that your strategic accounts make the necessary contribution toward sales objectives. These 5 Key Factors include:
- Measurements and Metrics
In Part 1 of our latest video, Dennis talks Segmentation; how to set and calibrate your compass in the right direction on the right accounts. Watch the video to learn how to effectively invest valuable resources; people, time and capital – all invested on the right accounts — to appreciate the right financial outcomes!
The outcome: improved relationships, revenues, and margins!
Seas the day! Now is the time for a new strategy to come aboard and get your strategic accounts in shipshape for 2013.
The Chapman Group
P.S. Look for Our Next Blog Update on Part 2; the People that Impact your account management strategy!
Additional Resource | White Paper: Clients Customers, or Buyers; Which Do you Have?
Learn How Account Segmentation Maximizes the Margin Between Revenue and Cost of Goods and Services.
The time has arrived to develop clarity, focus and unique servicing models on those select accounts that are the life-blood of our business’ future. This white paper is intended to stimulate thoughts and action processes to meet the challenge of “profitably” servicing and in-turn retaining, acquiring and developing a unique portfolio of accounts; locally, nationally and globally.