Always One Jump Ahead In KAM www.kamguru.com Copyright © 2015 Kamguru Top Ten Tips For Your Top Ten Customers.

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Presentation transcript:

Always One Jump Ahead In KAM Copyright © 2015 Kamguru Top Ten Tips For Your Top Ten Customers

Always One Jump Ahead In KAM Copyright © 2015 Kamguru The First Rule of Business: “Look After Your Most Important Customers Before Someone Else Does!”

Always One Jump Ahead In KAM Copyright © 2015 Kamguru POORGOOD Relationships GOOD Business Understanding SUPPLIERPARTNER OUTSIDERFRIEND

Always One Jump Ahead In KAM Copyright © 2015 Kamguru Partnership Indicators

Always One Jump Ahead In KAM Copyright © 2015 Kamguru The Value Staircase Identifiable Quantifiable 3 3 Auditable 4 4 Priceless

Always One Jump Ahead In KAM Copyright © 2015 Kamguru Audit Questions What unresolved issues are there? How do we compare to other suppliers? In our industry? All others? How would you sum us up in a sentence? How many marks out of ten? If we were an animal or bird what would we be? Where are we meeting your expectations? Where are we exceeding expectations? Where are we falling short?

Always One Jump Ahead In KAM Copyright © 2015 Kamguru How do you ensure that you exceed the key account’s expectations at each stage? Enquiry Check-In Room Bar & Restaurant Check-Out

Always One Jump Ahead In KAM Copyright © 2015 Kamguru Your Company Key Account

Always One Jump Ahead In KAM Copyright © 2015 Kamguru MondayTuesdayWednesdayThursdayFriday Team Diary “Key account management is a team sport!” “None of us is as strong as all of us!”

Always One Jump Ahead In KAM Copyright © 2015 Kamguru Intelligence What is the current situation? IntentionsImplementation What are the plans for the future? Who is going to do what by when?