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Guess What? You Need Key Account Management 

 March 24, 2021

By  Warwick Brown

Why is key account management important? And why should you care? 

Let's start with why should you care?

Well, if you don't have effective key account management in place, you could leave money on the table, be helpless to competitor threats and put your most valuable clients at risk of leaving.

That's reason enough in my opinion!

Key account management can become the growth engine of your business if you invest in it.

9 benefits of key account management

  1. GROWTH. Capture more client spend
    2. STRATEGY. Deliver client & company goals for mutual value
    3. CONSISTENCY. Harmonise solutions, reduce friction & conflict
    4. DIPLOMACY. Connect and engage with decision-makers.
    5. COST REDUCTION. Improve efficiency & scale
    6. INNOVATION. Create solutions
    7. ADVOCACY. Increase satisfaction & reduce churn
    8. CREDIBILITY. Increase transparency & information sharing
    9. CHANGE AGENT. Push clients to greater performance.

And that's just off the top of my head.

How do key account managers add value to your organisation?

Further reading: 9 Unexpected Reasons Key Account Management is Important


Warwick Brown


Warwick Brown has led business development and account management teams in Australia and Europe for more than 15 years and worked with some of the world's most prestigious firms, including Merck & Co, Deutsche Bank, McKinsey & Company and Vodafone. His mission is to help account managers everywhere who are short on time and big on ambition get results.

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