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Metals and Mining: Key Account management and development
Background
For many companies, major customers account for the bulk of the volume and profit. Getting it right with these relatively few customers is critical to the overall achievement of the strategic plan.
Client issues
How to retain, manage and develop the top 10 customers
Project questions
How does the overall business breakdown?
What do we mean by key account?
What are the demands of the strategic plan and the implications for key accounts?
What should the complexion of business be in the medium term?
What are the needs of the key accounts?
Who serves them most effectively?
What is the perception of the key accounts?
What should the objectives be?
What should the key account structure and responsibilities be?
What processes, systems, tools and skills are required?
