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    INSIGHT Marketing and People 2008 Key Account Plan Your Customer. C) Contact Matrix and G.R.O.W.s c) Value Proposition (product / service) (what solution is provided to what issue / problem) (what is the positive impact on the customer's business?) (what is our reward?)

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    INSIGHT Marketing and People 2008 Key Account Plan Your Customer. C) Contact Matrix and G.R.O.W.s c) Value Proposition (product / service) (what solution is provided to what issue / problem) (what is the positive impact on the customer's business?) (what is our reward?)

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    Attribution Non-Commercial (BY-NC)
    Download as PPT, PDF, TXT or read online from Scribd
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    80 views11 pages

    Key Account Plan-1

    Uploaded by

    1830004088
    INSIGHT Marketing and People 2008 Key Account Plan Your Customer. C) Contact Matrix and G.R.O.W.s c) Value Proposition (product / service) (what solution is provided to what issue / problem) (what is the positive impact on the customer's business?) (what is our reward?)

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPT, PDF, TXT or read online from Scribd
    Flag for inappropriate content
    of 11

    Key Account Plan

    Your Customer

    INSIGHT Marketing and People 2008

    Contents
    The Key Account Team Executive Summary The Profit Plan Opportunities and Objectives The Contact Matrix & G.R.O.W.s The Value Proposition Projects Resources required Implementation timetable

    INSIGHT Marketing and People 2008

    Key Account Team


    Core Team
    . . . . KA Manager

    Surround Team
    . . . . . . .

    INSIGHT Marketing and People 2008

    Executive Summary
    Opportunity / Objectives

    The Key People


    The Proposition

    Projects

    Resources / sanction required


    Timetable

    INSIGHT Marketing and People 2008

    Profit Plan
    Current Revenue/Volume/Profitability

    Target Revenue/Volume/Profitability

    Investment required

    Return on investment

    INSIGHT Marketing and People 2008

    Opportunities & Objectives


    Opportunities

    Objectives

    Competitive Position & response required

    INSIGHT Marketing and People 2008

    Contact Matrix
    (insert excel spreadsheet populated with G.R.O.W.s)

    INSIGHT Marketing and People 2008

    Value Proposition
    (Product/service) (What solution is provided to what issue/problem?) (What is the positive impact on the customers business?)
    Who does it benefit? Measured value of impact?

    (What is our reward?)

    INSIGHT Marketing and People 2008

    Projects
    (Objective, investment, return, activities, team, milestones) 1. 2. 3.

    INSIGHT Marketing and People 2008

    Resources Required
    (People, Time, Budget, Assets, Equipment, Management support) . . .

    INSIGHT Marketing and People 2008

    Implementation Timetable
    Date Action Who?

    INSIGHT Marketing and People 2008

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