I need to build support for my key account, starting with the people who can impact growth the most.

I need to build support for my key account, starting with the people who can impact growth the most.

An effective account community needs leaders on the team who can bring others along. The first members are the people who can impact growth the most. When they're bought in and leading by example with the right behaviors, it becomes much easier for the key account leader to hit their financial forecast.

Five questions to see if your team can do this job today:

1. Has your key account manager (KAM) identified the people who can impact growth the most?
2. Has your KAM presented the account growth strategy to the internal team and shown them the part they play in executing it?
3. Has your KAM surveyed the internal team on how they feel about this account and what they recommend?
4. Are delivery, operations and subject matter experts invited into client conversations?
5. Do your outside sub vendors know their role and how their work supports your promise to the client?

Two or more no's, and support for your account may be thinner than it looks.

When I found my top impact players, I made sure we spent time together. My first move was a trip to their office to see their environment and talk with their direct reports and their boss. I also spent time with them outside the office, including with their families. I did this in every market where my client had major operations, to make sure my dream team and I were aligned.

Each person had different experiences, talents, skill levels and personal goals. They had different ways of listening, communicating and thinking through ideas.

My job wasn't to judge them or make them all sound and act like me. My job as the key account leader was to build connection, leverage their gifts and make sure they were supported, and to make sure they knew the strategy and playbook that could help them win in this key account.

Support grows from connection. Your team can start by visiting its top impact players where they work, then give each of them the strategy and support to win.

Our system, the Vitality Index, shows your key account teams where they stand today, the work it takes to level up, and how to do it, until they reach a vital partnership that lasts.

When did you last spend a day where your top impact players work?

We built a free, 4-minute Key Account Risk Assessment. It gives you a risk score for your key accounts across team alignment, account planning, account transitions, and visibility. Link in the comments.