The term 'key accounts' is commonly is used in strategic marketing and business analysis. This term refers to high revenue generating clients who are crucial for the success of the organization. Marketing managers spend millions of dollars and significant amounts of time identifying the key accounts of their company and analyzing them. Many mid-sized and large organizations have key account teams. The key account team interviews a sample of managers from their own company and from the client's business to gain the right perspective.
The problem with many sales-oriented companies today is that after they have established their client or customer accounts, they do not nurture them and create action plans to earn more business from their top accounts. Fortunately, the use of certain Microsoft Word tools such as a key account planning template, companies can develop a plan of action and earn additional business from their top clients or customers.
The Purpose of Using Key Account Planning Tools
