1. Embrace your not so large accounts!

2. Key Account Management today
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3. Key Account Management today
focus is on large accounts
the big and hairy ones
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4. WHY?
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5. “over 50% of our revenue comes from our top 20
accounts”
“we need big brands to generate business elsewhere”
“there is mutual dependency and we need to manage
that carefully”
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6. Watch out!
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8. 8

9. Your Not So Large Accounts (NSLA)
7 reasons for embracing
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10. Reason no. 1
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12. Less big, hairy, aggressive and
influential procurement
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13. Reason no. 2
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15. Higher margin potential
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16. Reason no. 3
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18. Real commitment for a long-term
relationship
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19. Reason no. 4
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21. Growth potential: each large
account was once a NSLA
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22. Reason no. 5
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24. Less complexity:
easier, quicker and less risk
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25. Reason no. 6
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27. Easier access at CxO level
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28. Reason no. 7
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29. 29

30. Real potential for the holy grail:
business partnership
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32. Make it so
Rightsize your M.O.
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33. Thank You!
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