By Carsten Leth Hansen, Senior Consultant, People & Performance A/S
The financial crisis has only served to intensify a trend of recent years: the big customers get bigger and the small ones disappear. Suppliers therefore increasingly need to ensure that big, strategic customers are profitable, because the mix of customers no longer allows for the model of the big key accounts supplying volume, and the small accounts supplying earnings.
Red wine is not enough!
Even big, established and loyal customers can make calls for offers – even after many years of cooperation. Cheap red wine and a friendly talk is not enough to attract and keep loyal and profitable key accounts. What matters is your ability to show how your company adds value.
We plan a Key Account Management training process that is based on the current situation of your company and the possibilities available to you so that you are best prepared to meet your challenges.
For further information about key account management, please contact Carsten Leth Hansen.