Key Account Management

Beyond "selling big," key account management requires both organisational and operational commitment to do it properly. Your key relationships can deliver outstanding results, but only with a robust and structured relationship management process. Mercuri International partnered with a leading European business school to develop a key account management approach which will secure your business success!

Key account management is not just about selling big! Mercuri International offers deeper insight into improving your key account system AND developing the correct company cutlure to ensure the system is optimised.

Key account management is not new. But achieving excellence in key account management has become more complex and more significant in ensuring growth excellence. This is why Mercuri International and our European Business School partner, have joined forces to develop a complete Key Account Management methodology including:

• Implementing a system for your company's key account management
• Corporate alignment with key account thinking
• Developing winning strategies and tactics
• Developing key account "SMART"-objectives
• Key account planning and continuous measurement
• Understanding the key account's "decision-making team
• The need for resourcing information and turning it into meaningful and accessable company intelligence
• Key account solutions
• Effective key account teams

Our robust, comprehensive and highly commercial model addresses business-to-business key account management in national, international and global contexts. The needs of small, medium sized and large organisations have been taken into account.

The research results from the key account management specialists at the University of St. Gallen in Switzerland have been blended with Mercuri International's proven sales processes and practical experience of many sales consulting and sales training projects to create a truly world-class key account management method and a supporting toolbox.