MSA helps account teams create a comprehensive plan to increase revenue, create more business opportunities and increase share of wallet with existing key accounts.
Customer Issues
Revenue opportunities with existing customers not fully exploited
Displacement by competitors who are more engaged with the customer and provide better solutions or prices
Wasting scarce resources on activities that have little to no value to the customer
Opportunistic, reactive selling in existing customers rather than proactively developing new business
Solution Overview
1-day meeting to prepare customer interviews to assess perception of current service level and identify improvement areas
2-day workshop for account teams to analyse their customer’s strategy and match their solution portfolio to potential needs
Identification of cross- and up-selling opportunities
Teams create a 2-3 year account development plan which is subsequently validated by the customer
Benefits
Better alignment with the customer’s strategy
Proactive creation of opportunities to address under-served «white space»
Higher customer retention through proactive engagement and value creation
Increased value of your company as a true business partner
Strengths
Direct customer involvement in developing and validating a collaborative plan
Involvement of all account team members maximises implementation success
Pragmatic methods and concepts designed to add value to salespeople
