LinkedIn Posts
The #1 risk to your Key Accounts is depending on a few people who know how to grow and protect the relationship.
When your top AM says “I’m leaving” and they are assigned to your largest customer, what goes through your mind?
Watch: The #1 risk to your Key Accounts
The #1 risk to your Key Accounts is depending on a few people who know how to grow and protect the relationship.
When your top AM says “I’m leaving” and they are assigned to your largest customer, what goes through your mind? For me, when I got that news, it felt like I was at the very beginning of a heart attack.
Fortunately, I didn’t have to learn that lesson too many times. I’d seen the drift enough after top performers left us to know we needed to strengthen our position in the account by deepening and widening an account community made up of people across every touch point of the relationship. This was the solution to getting stronger and less dependent without hiring more headcount. Just leverage the team you already have.
I wanted everyone involved in the growth strategy and contributing to the forecast: legal, contracts, compliance, finance, billing, credit, operations, customer service, executives, IT, and key account managers. All of them in the growth system and strategy we ran for each account.
Bring more people to the party, give them a shared purpose, mission and strategy, and house it in a system that structures what we need to do and how to do it right. That’s the Vitality Index in a nutshell. It solves many problems, and depending on a few people is one of the main ones we address every day.
In one of recently published case studies, our account team grew from three people into a community of 50+ contributors, became the #1 supplier out of 80+ global competitors, and won Supplier of the Year in two years: https://lnkd.in/g3jKTU8s
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The same frameworks that power this post power Vitality Index - the platform strategic account teams use to measure, plan, and grow their most vital partnerships.