1.
How Do You Define
What A Key Account Is?

2.
Here are the 7 most common ways
of classifying KEY ACCOUNTS

3.
#1 The BIG Ones

4.
What about tomorrow’s oak
trees? Do you always let the
sales statistics make the
decisions for you?
The Big Ones
But…

5.
#2 The Ones You Mustn’t Lose

6.
You’ll do anything to keep
them happy, even if it kills you
What if it’s unprofitable to
please this particular whim of
theirs?
The Ones You Mustn’t Lose
But…

7.
#3 The Ones That Offer
Future Profit

8.
Where does today’s profit
come from?
What happens if they’ve been
over-valued before they pay
off?
The Ones That Offer Future Profit
But…

9.
# 4 The Ones Your Staff Focus On

10.
So what happens with the rest,
do they just ignore them?
Why are your staff focussing on
them anyway?
But…
The Ones Your Staff Focus On

11.
#5 The One Where Extra
Effort Brings Extra Return

12.
What does return mean?
How many accounts can you
do this for – and at what cost
to your business and your
other customers?
But…
The Ones Where
Extra Effort Brings
Extra Return

13.
#6 The Ones
Demanding More

14.
Every industry has its loud
mouths – does that make them
more important?
Just how profitable do their
demands make them?
But…
The Ones Demanding More

15.
#7 The Ones That Will Take Your
Business Where It Wants To Go

16.
Could these be the best? Are
you certain? The future is
never clear.
Organisational plans change,
yours included
But…
The Ones That Will
Take Your Business
Where It Wants To
Go

17.
** REMEMBER **
The 80/20 Rule Applies To Key
Account Management

18.
20% Of Our Customers Will
Make 80% Of Our Profits

19.
How Are You Going To
Define Your 20%?