Proper organization of work with key clients
Posted: Wed Jan 22, 2025 10:04 am
First of all, it is necessary to determine the number of key clients of the company assigned to one manager. Here it is necessary to take into account not the total number of counterparties, but the amount of income received from each.
If the contactee is considered promising, it is advisable to clarify who will be doing business with him – a key account manager or, for example, a business development specialist.
If cooperation has already been established with a counterparty, then in most cases one manager works with 1–3 such companies.
Organization of work with key clients
Working with a key client requires a specialist to perform the following options with high quality:
Information function. The advantages of using our skype database manager must constantly collect information about the client, systematize it and process it. The information received enables making informed decisions and achieving results.
Communication function. It is important to be able to conduct a dialogue with the client and his employees correctly – this helps to increase his trust and achieve the goals of the negotiations. The manager must have a clear idea of where, when and with whom he will interact, what issues will be discussed.
Function of carrying out planned activities. In order to correctly assess the results of work with a key client, it is necessary to initially define the prospects and develop an action plan. It is impossible for a manager to do a poor job if he feels that he cannot cope with it. This activity assumes full dedication and the use of all his abilities.
Working with the company's key clients is different in that it requires a more detailed analysis and a number of preliminary activities. Data collection on these counterparties should not be done in the same way as on ordinary consumers! To achieve the set goals, the work should be carried out according to certain standards. Let's take a closer look at one of the ways to describe a key client, which reflects all the essential points. Subsequently, it can be improved depending on the tasks facing the company.
Case: VT-metall
Find out how we reduced the cost of attracting an application by 13 times for a metalworking company in Moscow
Find out how
Collecting information about key clients
The KAM's activities are connected with the necessity of obtaining a number of important information. This allows it not only to respond to the client's requests, but also to act as a direct initiator of the agreements concluded with him and to confirm the high level of its professional qualities.
At the same time, work with key clients should be carried out according to established regulations; it is necessary to prepare for managers types of dossiers on such companies, to make sure that the counterparty can generate income in accordance with its needs and production volume, and not the abilities of the manager assigned to it.
The key client dossier consists of several sections. Let's look at each of them in detail.
If the contactee is considered promising, it is advisable to clarify who will be doing business with him – a key account manager or, for example, a business development specialist.
If cooperation has already been established with a counterparty, then in most cases one manager works with 1–3 such companies.
Organization of work with key clients
Working with a key client requires a specialist to perform the following options with high quality:
Information function. The advantages of using our skype database manager must constantly collect information about the client, systematize it and process it. The information received enables making informed decisions and achieving results.
Communication function. It is important to be able to conduct a dialogue with the client and his employees correctly – this helps to increase his trust and achieve the goals of the negotiations. The manager must have a clear idea of where, when and with whom he will interact, what issues will be discussed.
Function of carrying out planned activities. In order to correctly assess the results of work with a key client, it is necessary to initially define the prospects and develop an action plan. It is impossible for a manager to do a poor job if he feels that he cannot cope with it. This activity assumes full dedication and the use of all his abilities.
Working with the company's key clients is different in that it requires a more detailed analysis and a number of preliminary activities. Data collection on these counterparties should not be done in the same way as on ordinary consumers! To achieve the set goals, the work should be carried out according to certain standards. Let's take a closer look at one of the ways to describe a key client, which reflects all the essential points. Subsequently, it can be improved depending on the tasks facing the company.
Case: VT-metall
Find out how we reduced the cost of attracting an application by 13 times for a metalworking company in Moscow
Find out how
Collecting information about key clients
The KAM's activities are connected with the necessity of obtaining a number of important information. This allows it not only to respond to the client's requests, but also to act as a direct initiator of the agreements concluded with him and to confirm the high level of its professional qualities.
At the same time, work with key clients should be carried out according to established regulations; it is necessary to prepare for managers types of dossiers on such companies, to make sure that the counterparty can generate income in accordance with its needs and production volume, and not the abilities of the manager assigned to it.
The key client dossier consists of several sections. Let's look at each of them in detail.