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10-Step
Strategic
Account
Management
E-Book
I. Develop
Customer
Profile
II. Analyze
Relationships
III. Identify
Strategic
Require-
ments
IV.Analyze
New
Opportunities
V. Map Decision
Process
VI. Analyze
Competitors
VII. Establish
Objectives
VIII.
Develop
Account
Strategy
IX.
Coordinate
Action
Plans
X. Manage
Account
Relationships
Organization
Business
Challenges
Account History
Perceptions / Levers
Most important
requirements
Key needs
Analysis of
Potential
Leverageable
Strenghts
Buying Habits
Decision
Process
Business and
strategies
Past
Performance
Executive
Relationships
SMART
Objectives
Value -Added
Competitive
Differentiation
Roles and
responsibilities
Measure and
Assess
Improvements
Account
Development
Contiuous
Improvement