Stages in Key Relationship

Relationships score based

on Score Nature of their Relationship Responsibilities
relationship
stage
Recognize each other’s
Exploratory ---- potential from the outset and Monitor signals sent out by the potential Key
treat them as such Account rigorously.
(the bigger the client, the
longer it takes)
Limited understanding of each Uphold basic transactional relationship with
Basic 6-10 other, fragility to change, efficiency, clarity, and resource control.
vulnerable to competition.

Key account managers are still Create moves that will positively strengthen the
Cooperative 11-16 “out in the cold’ and “in the relationship and make sure that both parties
dark’, and the supplier is not will maintain a co-beneficial relationship.
yet trusted.
KAM and Suppliers have a Maintain trust with each other, exchange
Interdependent 17-22 mutual trust with each other information and proactive strategies that would
and are more transparent with provide a mutually beneficial growth for both
information. businesses.
Boundaries between each The two companies are responsible for
23-24 other has been dissolved, and streamlining information to each other, and are
the trust between companies held responsible for creating creative ideas that
Integrated are high. Integrated will be beneficial for both organization. The
relationships are few in number KAM and customer’s main contact merely
since they cost a lot of coordinate the efforts of each other’s teams.
resources to maintain.