Introduction to Key Account Planning
Value Proposition:
To: Help vendors create lasting customer relationships that focus on mutual customer-vendor business and personal objectives,
By: Creating and continuously updating mutually developed plans whose primary goals are to achieve customer business objectives, including both C-level and tactical customer personnel, utilizing a proprietary common-sense process called Key Account Planning,
So that: The vendor and customer coordinate mutual resources and activities to achieve customer objectives with the following results:
1) increased customer satisfaction,
2) increased alignment of customer business objectives & tactics,
3) increased vendor revenue,
4) increased customer trust and loyalty, and
5) customer partnerships that reduce competitive encroachment.
The following Introduction to Key Account Planning describes the basics for the development, implementation, and updating of Joint Customer-Vendor plans that achieve each of these objectives.
Introduction to Key Account Planning w-VP 2025 (pdf)
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