Key Account Profiling
If either the failure to win a new key account or the loss of a large existing customer represents a serious revenue setback, you need a service that both improves your win:loss ratio, by supplying entry strategies for the business development team, as well as our analysis of the current relationships that are under threat, how the threat has arisen, where the threat is coming from and what can be done to prevent the loss.
Key Account Profiling is used both offensively and defensively:
Key Account Targeting and Potential Key Account Entrance Strategies are proactive, value added services enabling new business development teams to increase their sales pipelines/opportunities and their win:loss bid ratios. The return on investment (ROI) is easily calculable and often immediate.
Existing Client Retention Strategies and Failed Bid Analysis are services offered to Account Management/Business Development teams looking to be proactive in the retention of existing clients, this is achieved by unbiased assessments of supplier performance and future client needs, and the reasons for failed bids, together these permit a reassessment of the bid process and supplier offering.