Uncover More Opportunities in Major Accounts

Could your business be uncovering more Opportunities from your major clients? 

The major impact of Key Account Management is not only a general lack of Opportunities from those accounts, but also not being part of the more strategic and sometimes more profitable deals and Opportunities.

More Opportunities not only leads to greater revenue and improved share of wallet – it also safeguards your business from client attrition in future years as each Opportunity provides a chance for your organisation to deliver value.

The issues that we are regularly seeing impact the quality of major client relationships include: 

1.     Changing market conditions are placing additional requirements and stresses on major clients – their needs are changing and the way they are looking to interact with you is also changing.

2.     Many Key Account managers are approaching their portfolio with a high level of independence – leading to a restricted view around Insights and Initiatives that can ultimately add value to their client.  Collaboration is often an “intent” rather than a “practice”.

3.     Stakeholder coverage remains limited as major clients restructure roles and where “more is left to fewer”.

4.     With less Insight – businesses are becoming more reactive to the needs of their clients thereby creating quite a transactional approach to their relationships.
5.     Client management systems are not utilised effectively to support and optimize the major client relationships.
6.     Trust is ultimately challenged as the expectations of the Client are neither fully understood nor properly met.

If you are seeing some of these issues in your major client relationships – you are probably missing out on Opportunities to progress these relationships, so please reach out if you would like to understand how they can be addressed.