1. Own Position: Account Playbook
Each key account has its own culture, its specific characteristics. What are the 5 most important things to consider when dealing with the key account?
Typical topics:
How does the key account tick in respect to price adjustments? How have you successfully enforced price adjustments in the past?
Do you run strategic annual meetings with the key account? If so, what are the secrets to success? At which level in the key account organization do you reach the most?
How can you place new ideas / innovations best at the key account?
How does the key account tick in case of complaints?
How does the customer tick in terms of compliance, communication, ...? …
So what? Chances or risks for your business (ideally evaluated in €) Xx