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KEY ACCOUNT

MANAGEMENT
PLAN

The Customer


Customer Corporate Office Address
Telephone
Fax
Web Site

Date prepared:
Plan Period:

Prepared by:
Key Account Team:

Key Account Team Review Frequency:
Key Account Team Actual Review Dates:



Account Overview

This overview is a summary of the customer’s position in their chosen industries. It can include
comments on their strategic plans that we can influence as well as their strengths and
weaknesses in their markets. Further to include comments on their focus products and/or
markets as well as any significant recent activities or milestones for their business positive or
negative









Account Facilities and Locations


Production facilities:

Product Lines and Markets served:






Customer’s Management Team



Name


Position


Principle Q
contact
+3=
promotes Q
- 3 =
promotes
competition




Customer Contact Map

Contact Map - *insert a ppt diagram showing organization structure*

Call Frequency

Total Annual Visits ______
Actual Visit Dates ______ _____
______ _____
______ _____

Key Contacts Annual
Visits
Actual Visit Dates
Procurement




Marketing




Technical




Plant/Production




My Company Position

Summary of Relationship

How have we helped each other create value in the past 3 years? What has gone
especially right or wrong? What are the skeletons in the closet if any? How are we
viewed by the customer as a supplier? What are the mutual opportunities that we see for
each other? What work needs to be done to repair any existing damage? Is this a good
fit? Why?

Segmentation analysis

How is the Customer viewed in the market?
How do they behave towards MyCompanyName?
How do they make decisions?
How do they perceive value?



Spend Map

Spend Map *insert an XLS list of all known customer purchases*


Key Account Development Plan


1. Broad Action Plan


Specific Action Plan (1)








Action
Completion
Date Target
Person(s)
Responsible
Person and/or function
To Consult
Completion
Date Actual







Specific Action Plan (2)






Action
Completion
Date Target
Person(s)
Responsible
Person and/or function
To Consult
Completion
Date Actual






Specific Action Plan (3)






Action
Completion
Date Target
Person(s)
Responsible
Person and/or function
To Consult
Completion
Date Actual







2. Broad Action Plan



Specific Action Plan (1)








Action
Completion
Date Target
Person(s)
Responsible
Person and/or function
To Consult
Completion
Date Actual







Specific Action Plan (2)








Action
Completion
Date Target
Person(s)
Responsible
Person and/or function
To Consult
Completion
Date Actual







Specific Action Plan (3)








Action
Completion
Date Target
Person(s)
Responsible
Person and/or function
To Consult
Completion
Date Actual







3. Broad Action Plan


Specific Action Plan (1)







Action
Completion
Date Target
Person(s)
Responsible
Person and/or function
To Consult
Completion
Date Actual