Global Key Account Management

Key account management is where we take a long-term view of ourpartnership.

Account managers serve as customer advocates within your organization. They understand and share your business goals and help
ensure that everyone, from the president of a business unit to the frontline operator, knows what's important to the customers.

The day-to-day resource for the decision-makers within a customer's organization, the account manager manages the overall strategy fora
customer. Manages contracts, new service pricing, and ensures solution aligns with the customer's overall business goals.

A commitment to deliver consistently excellent operations in every geography

Common processes for project managementand continuous improvement

1
Advantages of GKAM

4
3 Review and regular

2 Ensure that the Key Accounts

improvement of key accounts

are served properly with global

1 standards atall local offices level
Ensure Signing of MSA’s and
EFA’s at corporateand regional
Maintaining Corporate Level levels
Relationship with top EPC

2
 Proposed Organization Chart
GKAM
Head Quarters

Support Support Support Support

Support
from from from from
from India
London Dubai Houston Singapore

*Above chart is for informative purpose. BWS to decide GKAM stations based on their office locations.
 GKAM : Key Sectors / Possible customers*

*Above customer list is for informative purpose only.BWS to decide their GKAM customers based on their long term strategy, and regional
strength. 4
 GROWTH STAGE

01 02 03 04
Seed Stage – Start Developing Relationship Customer Relationship Converting Businessand
Creating GKAMposition with Key Customers at Management and generating regular
and initiate contacts Global Head Quarters Continuous Follow-up revenue streams
5
PROPOED STRATEGY
Selction of GKAM customers , Identifying their active regions ,Person in charge for logistics decision making at HQ and regional
levels.
Setting up the Regional Structure: Identifying BWS Team member to act as Regional GKAM Incharge and SPOC to the customer.

Establishing GKAM HQ: 3 member team-1 GKAM Head with 2 assistants.To meet the GKAM customers HQ logistics team on regular
basis.

Role of GKAM HQ : To provide information regarding leads and developments to regional GKAM team.To visit the Regional GKAM
clients offices with BWS regional incharge and promote business development.

Further role of GKAM HQ : To ensure GKAM customers requirements are well understood by Regional GKAM team, acting as
central information desk, and to provide uniform quote format.

Regular evaluation of GKAM progress on quaterly basis, Target to convert top 10 GKAM accounts within a period of 1 year ,
ensuring incresed turnover for BWS