Key Account Plans

This essential guide, Key Account Plans, provides strategic insights and practical techniques for effective key account management.

In Key Account Plans, readers are introduced to the essential principles of strategic key account planning, an area crucial for managing profitable relationships with key customers. The authors provide detailed descriptions of various techniques, explaining their significance in the modern business landscape. This comprehensive guide not only outlines these techniques but also offers a structured approach to help readers develop the strategic skills necessary to implement them effectively.

The book emphasizes that successful key account management is not just about short-term cost reductions but rather about cultivating long-term, profitable relationships with a select group of key accounts. The authors, Ryals and McDonald, draw on their extensive practical experience and research to present a framework that goes beyond conventional sales management. They advocate for a strategic mindset that prioritizes behaviors and practices that lead to sustainable success in key account management.

Key Account Plans includes practical tools such as templates for creating actionable plans and real-world case studies that illustrate best practices. This resource is designed for senior managers and key account managers at various levels, making it an indispensable text for those pursuing executive education or MBA programs. With its robust insights and actionable strategies, this book serves as a vital resource for anyone looking to enhance their key account management capabilities.