大客户战略管理

1.大客户经理的工作
大客户管理定义
大客户管理的组织模型

2.大客户经理——知识管理者
专家和顾问角色
获得和保持对客户的深入了解
草拟出SWOT分析

3.大客户经理——业务管理者
提供者／业务开拓者角色
针对客户的业务方案
客户计划流程

4.大客户经理——关系管理者
“公共关系”角色
识别和涵括“关键”参与者
分析客户关系的有效性，以便重新调整相关战略

5.大客户经理——项目和团队管理者
负责行动方案实施的协调者角色
组织实施和动员团队
引导行动方案的发展
促进合作，避免冲突

1.The job of key account manager
Key account management definition
Organizational models of key account management

2.The key account manager - knowledge manager
The role of expert and advisor
Acquiring and maintaining an in-depth knowledge of the client
Drawing up the SWOT analysis

3.The key account manager - business manager
The role of provider / developer of business
The business plan account
The account planning process

4.The key account manager - relationships manager
The “public relations” role
Identifying and involving the “key” players
Analyzing the effectiveness of relationships in order to readjust strategy

5.The key account manager - project and team manager
The role as coordinator responsible for the action plan
Organizing implementation and mobilizing the team
Guiding development of the action plan
Developing cooperation and avoiding conflicts