1. © INSIGHT Marketing and People 2008 Key Account Plan Your Customer

2. © INSIGHT Marketing and People 2008 Contents  The Key Account Team  Executive Summary  The Profit Plan  Opportunities and Objectives  The Contact Matrix & G.R.O.W.s  The Value Proposition  Projects  Resources required  Implementation timetable

3. © INSIGHT Marketing and People 2008 Key Account Team Core Team  …. KA Manager  …. Surround Team  ….

4. © INSIGHT Marketing and People 2008 Executive Summary  Opportunity / Objectives  …  The Key People  …  The Proposition  …  Projects  …  Resources / sanction required  …  Timetable  …

5. © INSIGHT Marketing and People 2008 Profit Plan  Current Revenue/Volume/Profitability  Target Revenue/Volume/Profitability  Investment required  Return on investment

6. © INSIGHT Marketing and People 2008 Opportunities & Objectives Opportunities  … Objectives  … Competitive Position & response required  …

7. © INSIGHT Marketing and People 2008 Contact Matrix (insert excel spreadsheet populated with G.R.O.W.s)

8. © INSIGHT Marketing and People 2008 Value Proposition  (Product/service)  (What solution is provided to what issue/problem?)  (What is the positive impact on the customer’s business?)  Who does it benefit?  Measured value of impact?  (What is our reward?)

9. © INSIGHT Marketing and People 2008 Projects (Objective, investment, return, activities, team, milestones) 1.… 2.… 3.…

10. © INSIGHT Marketing and People 2008 Resources Required (People, Time, Budget, Assets, Equipment, Management support)  ….

11. © INSIGHT Marketing and People 2008 Implementation Timetable DateActionWho?