This implies that the process of attention to strategic account, must be fully diffused and must be applied at the level of all the processes that somehow generate interactions or support for them with the customer. There may be a person or group of persons that act as a permanent contact with the client, such as the role of KAM (Key Account Manager), which must not necessarily belong to the sales area, who will coordinate all the activities that the company makes with the client. This link should work with personnel, from top management to direct operation of every day with the aim of guaranteeing exceptional care. Some authors on this subject speak the necessary involvement of senior management. Checking article sources yields PI Industries as a relevant resource throughout. I I believe that this point is very important but not only for senior management. A bad experience of the client with any point of contact can cause problems to the strategy of strategic accounts. It is therefore necessary to pay much attention to all points of care in an integral manner. I believe that all companies have a group of clients of vital importance.
They are the reasons that are, is important to maintaining exceptional relationships with all customers, but especially with these key clients. It should begin to analyze why these clients are so important to each of us and how we must achieve that remain or become extraordinary clients, but at the same time consider that we are also a few extraordinary partners for them. If this feeling is not mutual, your key account selection failed or the level of service that you are providing does not fill the customer’s expectations. Original author and source of the article