A service designed to help professional services organisations establish and implement a key account programme.

Why key account management?

Many organisations believe it is easier to increase fee income by selling services to existing clients as opposed to new ones. It is thought that the cost of sale to an existing client is normally lower, mutual trust and confidence have already been established and that repeat business has a tendency to be more profitable. Organisations also recognise that client retention must be managed more effectively to avoid displacement by the competition.

How can we help?

Organisations planning to set-up key account programmes may be looking to supplement their internal resources during the implementation stage. Depending on the level of in-house expertise, ThePipeline can assist with the following:
• an initial segmentation analysis of the existing client base;
• deciding on selection criteria for different grades of key account;
• setting a consistent key account management process;
• exploring sales planning techniques for each key account;
• implementing a plan for the key account programme;
• selecting leadership appointments;
• coordination of key resources;
• training of key people; and
• the provision of supporting software (see StrategicPipeline).

How will you benefit?

Once a key account programme is in place, organisations can begin to generate more fee income from selected clients; improve client retention, and successfully bring practices together to develop bespoke integrated solutions.

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