What research must most companies focus on when implementing Strategic Account Management?
• Fit between the strategic account and the supplier’s needs and capabilities • The ability of the supplier to out-serve the strategic account, compared to major competitors • The health of the strategic account’s industry • Changes coming in the account’s industry that require changes at the supplier • The strategic and financial health of the account • A deep understanding of what the supplier can learn from the strategic account • The current and future growth opportunities of strong strategic account relationships. • Several clients have identified significant client requirements which were not being addressed. For example a major office supplies distributor identified over $10 million in new business with one of Canada’s leading banks.
