9 Habits of Highly Successful Key Account Managers
Habit 5: Understand
Know your customer is a long standing marketing maxim, but it is also a key success factor in Key Account Management. But it goes beyond knowing what they ordered last year, or last month and knowing the names of the key stakeholders. Information or data is not enough when it comes to understanding the customer and what it is trying to achieve.
This is the information age, so accessing corporate annual reports, press releases and industry reports is easier than ever before. But you can’t really understand a customer’s business simply by reading its website, or published reports.
Understanding the company’s culture, what is driving its managers, and so on requires a greater degree of interaction with the various stakeholders. Highly Successful Key Account Managers invest time in getting to know their customers business, what they are trying to achieve, that includes their strategy, goals, metrics and so on.
So, let’s examine the 6th habit: Strategize.