Strategic planning for key accounts

Strategic planning for key accounts

Strategic planning for key accounts
Strategic planning for key accounts

This latter point is obviously related to the issue of preparing strategic plans for key accounts. The authors were recently running a key account management (KAM) workshop for a blue-chip supplier of expensive equipment for hospitals. On being told that one hospital had a multimillion pound budget for such equipment, we asked about the supplier’s strategic plan for this hospital. Alarmingly, we were told that there was only a one-year forecast and budget. We were reminded of the famous saying that the good thing about not having a strategy is that failure comes as a complete surprise and is not preceded by a long period of worry and depression! Having strategic plans covering a period of at least three years, agreed with the customer, is a major fac- tor in successful and profitable relationships, yet even today little exists beyond supplier-centric forecasts and budgets.

Place Your Order Here!

Leave a Comment

Your email address will not be published. Required fields are marked *